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CaliforniaTitan:

The idea behind the "4 SQUARE" also known as the write up is to clarify the customer’s proposal and formally communicate their intentions to the dealership, i.e. sales manager. In Real Estate a proposal is known as an offer, in which no offer will be considered without a formal binding contract in which states that should the seller accept the buyer’s terms and conditions of the offer, the buyer agrees to enter into a legal binding contract of purchase. In Real Estate, earnest money would be included with the offer and unconditionally rendered on the seller’s acceptance of the offer. In industry a similar practice is used, which is known as a Letter of Intent which always includes a deposit. In the auto industry, a common practice of proposal would include glue (known as earnest money in real estate or a deposit in industry). Most auto dealers have gotten away from this practice of collecting glue on an original customer proposal; however, all dealers recognize the importance of a formal proposal from the customer, with a customer signature, known as a formal commitment. The commitment states that on the dealer’s acceptance of the customer’s proposal the customer will enter into a legal binding contract of purchase.

In industry, real estate and the auto industry, all proposals are considered negotiable. It is up to both the buyer and seller to represent their best interests all the meanwhile considering the interests of the other party. It is assumed that both parties are willing participants in the process of concession and compromise, what is most often needed during negotiation to reach a successful conclusion.

As I stated before. If you choose to sit down and enter into the normal process of negotiation, don't fight the whys and how comes, do what the salespeople and dealers do; GET GOOD AT IT. Of course the salesperson is going attempt to divert the consumer's attention to the monthly payment and cash down, because in two parts this is the most effective way at reaching an agreement. First part is most consumers despite the great deal on price alone, the deal will not work if the customer can't afford the monthly obligation that will be required on the loan. The second part is, the dealer stands to profit more by focusing on the monthly payments verses the price. Remember, the goal of the dealer and salesperson is to make as much money as possible, same as any business. That is the spirit of free market enterprise in a capitalistic society! Embrace it, and find a way to enjoy it! Get good at representing your own interests as the dealer, and any business does their best to represent theirs.