It varies by the structure the dealer has employed. Below are the major pay structures (some can be combined):
• Mini Deals: Set commission paid per car sold regardless whether the sale was profitable or not.
• Gross Profit Percentage: Set percentage you can get paid out of the profit after all expenses.
• Unit Bonuses: A special bonus the dealer will sometimes offer to their sales staff.
• Gross Bonuses: Another exceptional bonus based on a goal set by your management.
• Aftermarket/back-end spiffs: ]When your management sets some goals about the F&I products and services to be sold, and you can make a bonus or a commission if you structure into your deal.
• C.S.I. Bonuses: Some dealers will pay you a special bonus if you receive an excellent review from your clients.