How would you handle the conflicting interests between sales and underwriting?
While the interests of the sales personnel and the underwriters are not totally mutually conflicting, a situation could arise wherein the strict interpretation of the guidelines by the underwriting personnel would jeopardize the enthusiasm of the marketing force. While it is true that a very liberal underwriting stance could put the corporate interests in trouble, an over-exacting and tough regimentation in the area of underwriting could put the company’s business interests in jeopardy, especially in the competitive landscape. Hence, there must be a judicious trade-off between these two functions.
While the interests of the sales personnel and the underwriters are not totally mutually conflicting, a situation could arise wherein the strict interpretation of the guidelines by the underwriting personnel would jeopardize the enthusiasm of the marketing force. While it is true that a very liberal underwriting stance could put the corporate interests in trouble, an over-exacting and tough regimentation in the area of underwriting could put the company’s business interests in jeopardy, especially in the competitive landscape. Hence, there must be a judicious trade-off between these two functions.
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