Case ID: M-0417
Solution ID: 37161
Words: 325
Price $ 45

IMAGE International

Overview of Case Solution

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.

Excel Calculations

Questions Covered

1.       Part 1: Key issues of the case

2.       Part 2: Required Decisions

3.       Alternatives Available

Keywords

Marketing, Salesforce Management