Here are a few other questions to ask yourself when determining if you have a good salesperson or not:
- Has the salesperson listened to my description of the car I want and addressed it? Or is he trying to switch me to a car I don't want?
- If the car I wanted isn't available, has the salesperson suggested a reasonable alternative?
- Did I feel as if the salesperson was talking down to me?
If there are any warning signals at this time, it is easy enough to shop somewhere else. If you had walked onto the lot and been approached by the first available salesperson, it would be harder to walk away. You could be drawn into negotiations with someone you don't trust, someone who might pressure you, or someone who might bring in reinforcements in the form of the assistant sales manager.
Let's assume that you like your phone interaction with the Internet sales manager. Now you move to step two: the test-drive, which you arrange by phone with the Internet department. You'll continue to deal with someone from the Internet department for the test-drive.
In addition to providing you with the chance to evaluate the car, the test-drive gives you a face-to-face opportunity to size up the salesperson. You have said that you are still shopping, so the salesperson should respect this. However, a little nudging is normal. The salesperson might nicely ask, "Would you like to make something happen today?"
You might also hear this question, which is a little more insistent: "What do I have to do to sell you this car today?" Politely restate that you are still comparing different cars and aren't yet ready to buy. And leave the car lot.