Wells Fargo. Accounting, Finance, SPSS Case Study.

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Wells Fargo
If you were a salesperson at Wells Fargo, why would you open accounts that your clients do not need and often do not know about?
Salespeople working at Wells Fargo opened unauthorized customer accounts so as to boost sales through offering different products and services. For the bank employees, there is pressure to sell more banking products since there are high sales targets. Wells Fargo managers encouraged aggressive sales management, which influenced the practice of opening accounts that the clients did not need. The managers pressured the employees to open more customer accounts, even when the customers did not need these accounts (Srinivasan, Campbell, Gallani and Migdal 5). This sales model encourages a salesperson at Wells Fargo to open accounts and sell more products and services per person.
When there are more customer accounts, there is an opportunity to sell more products and services to the targeted customers. A...