At the dealership
How to read a dealer worksheet (buyer's order)
A worksheet stacks vehicle price, trade, fees, tax, and add-ons into one total - read each line before talking monthly payment.
What to say
“Please walk me through every line on this worksheet before we talk about a monthly payment.”
What it is
A dealer worksheet (also called a buyer's order or sales proposal) is the store's running math for the deal. Typical sections, top to bottom: (1) vehicle selling price or MSRP with any market adjustment; (2) manufacturer destination charge (factory freight already on the window sticker for new cars); (3) optional add-ons and protection packages; (4) trade-in allowance and payoff if you still owe money; (5) dealer fees such as documentation/processing; (6) government title, registration, plate, and inspection amounts; (7) sales or highway-use tax; (8) cash down and the amount financed. Read every line and ask what each one is before discussing monthly payment. Separately stated state title/registration fees should match the official DMV schedule for your state; dealer paperwork fees are not government fees even when listed near them. Optional products (GAP, service contracts, etching, nitrogen) can usually be declined. Do not sign until the written out-the-door figure matches what you agreed.