Automakers began rewarding dealers with financial incentives long before dealership customers started getting them, too. Recipients were the employees of multi-franchise dealerships. It can be said that automakers offer these salespeople to get them to pitch their brand of vehicles over a competitor's product sold at the same store.

Spiff

Explanation:

Spiff: It is an financial incentive paid by manufacturer or employer to the salesperson for directly selling it´s product., sometime it is paid on achieving sales target by salesperson. It encourage seller to make more sales. Spiff stand for Sales performance Incentive Fund and it is paid quicker than commission.

In the given case, Automaker is paying spiff to dealers to encourage sales of it´s own brand over a competitor's product sold at the same store.

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