I just listened to an episode of a This American Life podcast entitled 129 Cars, referring to a car dealership’s monthly sales quota. A team of reporters followed various people at a Long Island dealership for a month and the episode sounds like a sitcom.
But it is very real, reflecting tensions in negotiations between the manufacturer and the dealership as well as between various employees at the dealership — not to mention tension between the dealership and the customers.
This podcast provides an amazing lesson in how real negotiations take place — as well as a primer for buyers negotiating with a dealership. One of the sales people is in the top 1% for the whole country and the podcast analyzes why he is so successful.