This is a couple of years old, but I imagine most of it still applies. In 2001, an Edmunds.com writer worked undercover at several car dealerships over three months to find out a couple of things:
What really goes on in the back rooms of car dealerships across America?
What does the car salesman do when he leaves you sitting in a sales office and goes to talk with his boss?
What are the tricks salespeople use to increase their profit and how can consumers protect themselves from overpaying?
Some of the things he finds out are pretty obvious, but knowing more about the subtle, profit-maximizing number-crunching and tactics employed by car dealerships is going to come in quite handy the next time I need to buy a car (which hopefully won’t be for some time).