This case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements that go into making a high-performance sales force; the practices, policies, and philosophies that are revealed about ways to motivate people provide a basis for student discussion. The case also gives the instructor an opportunity to teach students about the unexciting but necessary side of managing a sales force with its quotas, contests, and sales standings.
1. Part 1: Key issues of the case
2. Part 2: Required Decisions
3. Alternatives Available
Marketing, Salesforce Management