Car sales glossary: talk like you work the floor.
Ten dealership terms every car salesperson runs into, explained in plain language the way they are actually used. Each entry ties the term to follow-up, because vocabulary only matters if it changes what you do.
Start with the term you keep hearing.
Every definition includes a plain-language explanation, why the term matters for working your book, and a real usage example from the floor.
BDC
Business Development Center: the team that works internet leads, phone calls, and appointment setting.
Read the definition → CustomersBe-Back
A shopper who visited, didn't buy, and said they'd return. Most never do without follow-up.
Read the definition → SystemsCRM
Customer Relationship Management: the store's system of record. Logging is not the same as working.
Read the definition → DealsDesk Log
The record of every deal structure worked at the sales desk, and where each deal died.
Read the definition → CustomersFresh-Up
A brand-new walk-in who hasn't worked with anyone yet. The highest-intent traffic in the building.
Read the definition → DealsHouse Deal
A sale credited to the store instead of a salesperson. Nobody owns the follow-up, so you can.
Read the definition → PayMini-Deal
A deal that pays the minimum commission. Minimum pay today, referral volume tomorrow.
Read the definition → PaySpiff
A short-term bonus on top of commission for moving specific units or hitting targets.
Read the definition → DealsTurnover
Handing a customer to a manager to save the deal. A failed turnover is still a warm lead.
Read the definition → PayFront-End Gross
The profit on the vehicle itself, before F&I. Referral gross is the easiest gross.
Read the definition →Vehicle, trade, objection, timing, ownership history, and the last conversation should shape the next touch.
A customer deserves a real reason for the message. Do not fabricate price drops, availability, deadlines, programs, or events.
PocketRep can organize and draft. Customer communication remains subject to consent, dealership policy, and the salesperson taking the send or call action.
Vocabulary is free. Execution is the edge.
PocketRep is a follow-up app built for the individual rep. Rex helps you decide who to work, why they matter now, and what to do next. You stay in control of every message.