On September 24, 2009
Commissions: Good or Bad for Buyers?
I just saw a TV ad for a local kitchen remodeling firm which touted — as a primary reason to shop there — that the sales staff wasn’t on commission. The ad reminded me that most buyers look upon commissions with suspicion and distaste. Many buyers (especially consumers but even some business buyers) believe that commissions create a conflict of interest. Rather than being committed to helping the customer, the commissioned sales rep is thought to be committed to making the commission — regardless of whether the customer wants. I suspect that this attitude is related to a dislike, among ALL buyers, for high pressure sales tactics. People don’t like being manipulated and they don’t like being forced to be…
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