Use kbb and see what the dealer actually pays for the vehicle vs. invoice vs. msrp. Automakers give dealers quarterly rebates, known as kickbacks, that vary in % based upon the msrp of every vehicle sold so if a dealer shows you their invoice paid and you only pay that then they still get the rebate at the end of the quarter making money. Anything that they make above the invoice price will be more profit and the salesperson's salary depends on his contract with that particular dealership.