a lot of the big box stores train their employees to push the "item (or deal) of the month". It helps the store rankings, meaning the district manager won't be by to coach you on how to sell the deal of the day.
in an AZ, the endcaps when you walk in noticably change each month. One month it could be Lucas Oil stuff, Syvania headlamps, Meguiar's wash & wax, tools, etc.. those particular companies pay AZ a little extra to have their products showcased so when people walk in, it's the first (or 2nd) thing they see.
AZ does have some spiff programs, but it's usually a hard sell due to the price of whatever it is.. it's usually not an easy sell/common type of item.
the AZ people work to make the store numbers look good, and the manager can get a bonus. It's also about personal stats as well, you get nothing but some recognition, no monetary compensation, unless the store manager does something on his/her own.
Usually those who push a particular item/deal is because they're knowledge is less than basic, so for them to contribute to the store they try to sell the deal instead.
They also could've been told to sell like 10 oil change deals in a day and they'll get a $10 bonus or won't get yelled at later.
I had a girl from kragen's come into my store (long ago I was an AZ store manager/trainer). She needed a wheel bearing for her car. She spit out a number that didn't cross into Timken (which AZ sells). So I asked, is that a chicago rawhide number, as I got the cross ref. book. She said no it's USA bearings. the number wasn't in the computer OR the book. So I said I'll look it up by car. So I get the arrogant attitude.. you don't have USA bearings? I reply, no.. never heard of them. What do you sell? timken. Never heard of that. So I ask.. you've never heard of Timken? One of the biggest bearing manufacturers in the world? No. So I ask.. what about BCA? No. I was floored!
So the girl calls her manager at the kragen and asks if timken is OK. we laughed.. glad we didn't get written up for it!!
that noob cashier wouldn't be fired.. why? She can breathe and passed the application test. No other reason.