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Edmunds published a series of articles on sales people. Here is a direct link: http://www.edmunds.com/advice/buying/art...

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All depends on the dealer. Each one has a different system. Some folks rotate order, some folks use the gentlemen's system.

Phones? Some folks use a central answerer and page everyone. First come, first serve. Other dealerships use the same rotation with salespeople so that everyone is getting their "fair" amount of ups.

Takes all kinds.

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An "up" system is just a method used by dealerships to parcel out the new prospects among the sales force, as opposed to an "open floor", where the aggressiveness of the sales people determine how many prospects each talks to. Each system has it's good and bad points. As long as the salespeople work together to give everyone a fair chance at making a living, either can work.

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