Two things, cash is a sure thing , so the deal will goe down......When they finance they might not get the loan, but if approved there can be alot of money to be Made on the back end...........So most new car and used car dealerships eyes light up when you have to go for a loan.................Cash does not always mean a better deal........

Educating the buyer what the market is , is a tough job....... They will use the inforamtion/ kelly blue book Edmunds etc to their benefit.....Same goes for the seller..........Find the book that favors your point of view and use it...............

So yes it is important for the buyer to know the market.....If not then he will not be a buyer because a confused mind always says NO....