Dealer glossary
Desking
Structuring a deal - price, trade, down payment, term and rate - into payment options a customer can choose from.
Definition
Also called desking a deal
Desking is the work of turning a car and a customer into a deal that both sides will sign. It means arranging the numbers - selling price, trade allowance and payoff, down payment, term, rate, taxes and fees - into one or more payment options.
The reason it is a distinct job is that the same deal can be structured several ways, and which one closes depends on what the customer is actually solving for. Some buyers are working to a monthly payment, some to a total price, some to a down payment they can manage today.
Good desking software does the arithmetic instantly and keeps everything on one worksheet, because the value is in being able to show a customer three structures without leaving the table.
Related terms.
F&I →
The finance office: arranging the customer financing and presenting the products sold alongside the vehicle.
Trade equity →
The difference between what a trade-in is worth and what is still owed on it.
Buyers order →
The document setting out the agreed terms of a vehicle sale: the vehicle, the price, the trade, the fees and the total.
See how this works in one system.
DealersCloud runs inventory, the CRM, desking, the books and your dealer website on the same records - so the things in this glossary stop living in separate places.
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