Gary,
I worked at a Ford dealership and they do make money from Ford on each vehicle sold. At our dealership the saleman got a flat $75 for an X-Plan sale. I think the dealership gets a flat $250 from Ford.
Unless there has been major changes in how salesmen are credited with sales, every vehicle sold counts towards their montly quotas and sales bonuses. If ew sold 10 vehicles we got an aditional $1000 in addition to the commissions based on the actual profit made on the vehicles sold. 12 vehicles got you another $500 bonus, etc. Our top salesman could easily sell 15-20 vehicles per month.
Saturday's whe had special incentives for the guy who sold the first vehicle, the guy show sold the most vehicles, the guy who had the most sales $$$. they all got bonuses. It did not matter if the vehicle was new or used, however you stood to make a lot more money on a used vehicle. About once per month we would have a $200-$250 bounty on the used vehicle that was on the lot the longest. If anyone could sell that vehicle that day, they got the bonus, plus the commission on the sale and it counted towards your sales quota for the month. We even had additional incentives that would pay our car note eahc month as long as we drove a Ford purchased at that dealership and the vehicles was less than 3 years old,, plus you had to drive it to work every day to worked. You had to maintain 10 sales per month for two months in a row to get your car payments made.
I suspect this salesman you delt with may not be there for long if he is even there today! Contact the dealership and talk to the sales manager. Tell him what this salesmand did and how you were treated. If the sales manager does not appolgiize and put you in touch with a saleman who wants to sell you the vehicle you want, go to another dealer. I suspect that the salesman will be out of a job within a few minutes of you notifying the sales manager, if the dealership is really interested in staying in business. No business wants a salesman who does not make a sale to a customer who wants to buy!
The X-plan makes no difference. If the sales manager sticks up for the crappy salesman, then you don't want to do business with that dealer anymore. You may want to go up higher to the dealership manager or owner.
...Rich