Pay plans for Internet Sales Representatives differ from Internet Sales Manager pay plans. ISR's are generally part of an Internet Dealership as opposed to the dealership with an Internet Sales Department. The ISR performs the same duties of a Sales Representative, often with a focus on Internet inquiries, but not exclusive to Internet Ups. The ISR accompanies customers on demo drives, delivers vehicles and is responsible for the Manufacturer's Customer Service Index score. There is almost always more than one ISR in an Internet Dealership.

Conversely, the dealer with an Internet Sales Department generally employs a single Internet Sales Manager. One of the ISM's primary responsibility is to respond to Internet inquiries via phone and email to set appointments. Whenever possible, the vehicle should be pulled up and ready prior to the customer's arrival. When and if the Internet Sales Manager meets the customer he or she will then immediately introduce the customer to the salesperson or Internet Sale Representative waiting in anticipation nearby.

While the ISM should instruct the customer to ask for him, it is not always necessary for the ISM to meet every customer upon arrival. Instead, the salesperson or ISR that prepared the vehicle has been briefed on the customer's needs and background in anticipation of doing the walk-around, the demo drive and the presentation of the numbers the ISM likely previously emailed to the customer.

If the ISM will not be meeting the customer upon arrival, when the ISM is paged to the reception desk for customer assistance, the message is "the Internet Sales Manager is not available at the moment, but will catch up with us soon. Meanwhile, we were expecting you, I'm familiar with your situation and he'd like me to get started. Would you mind if I just get a copy of your license and some other information before I show the vehicle I have pulled up and ready for you to drive?"

The ISM will be called upon only to answer questions or for a flyby TO only on deals where the salesperson needs assistance in closing. This approach eliminates the back and forth to the desk for numbers that customers dislike so much as the ISM should hold gross, but also have the authority to make the deal without further approval.

It is with these responsibilities in place that the ISR and ISM Pay Plans are served up herein.