The salespeople earn a flat commission, so they have no incentive to try to stuff a customer who can only afford a four-year-old Hyundai into a one-year-old BMW. Their desks are designed so that they and their customers are on the same side of the computer screen.

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In retrospect that change seems an obvious one: The pitchman can focus on what the shopper wants instead of pushing a high-commission flat-screen TV.

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Planners are generally grouped according to how they are compensated: by commission from the products they sell, by flat fee or by a combination.

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