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Is there an incentive structure possible such that they could lose money selling you a phone without it? Not as familiar with that industry.
by shostack 7y ago
Is there an incentive structure possible such that they could lose money selling you a phone without it? Not as familiar with that industry.
- Hydraulix989 7y agoPossibly -- if it is only profitable to sell the phone WITH the expected value of the insurance. I also think the salespeople are evaluated on their conversion rate for things like warranties, insurance, etc.
- LorenPechtel 7y agoI'm sure that's what was going on. She was being evaluated on her upsell rate and so she simply ensured her upsell rate was 100%.