The Book: Principles of Dealership Management
In the Twenty-first Century

Table of Contents
Chapter 1 The Steps to the Sale
Chapter 2 Using the Telephone
Chapter 3 The Sales Manager’s One-on-One with Each Salesperson
Chapter 4 Cash Down from the Customer
Chapter 5 Credit Applications and Bank Underwriting Systems
Chapter 6 How to Buy a Personal Computer
Chapter 7 Learning to Use the Computer
Chapter 8 The Internet and the Car Business
Chapter 9 The Programmable Calculator and the Personal Data Assistant (PDA)
Chapter 10 Record Keeping for Salespeople
Chapter 11 Computing Loan Payments
Chapter 12 Leasing
Chapter 13 Managing “Desking” the Deal
Chapter 14 Record Keeping at the Sales Desk
Chapter 15 Spot Delivery of the Vehicle
Chapter 16 Meetings
Chapter 17 Hiring and Firing
Chapter 18 Expense Management
Chapter 19 Priorities of Finance and Insurance
Chapter 20 Legal Issues
Chapter 21 The Relationship Between the Bank and the Dealership
Chapter 22 the Credit Interview
Chapter 23 Converting Customers to Dealership Financing
Chapter 24 Extended Service Contracts
Chapter 25 Credit Life and Disability Insurance
Chapter 26 GAP Coverage
Chapter 27 The Menu Presentation in the Business Office
Chapter 28 Record Keeping in the Finance and Insurance Department