Actually, whether providing service to potential customers is a "waste of time" for people depends on how they define their jobs.

If John was treated well it probably fostered several future deals. If someone sees John's '98 and asks him about new M3s, which dealer will he refer them to? (Hint: not the one that requires deposits for test drives.) And when it comes time for John to get serious himself, well there you go.
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-- DLF