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Case
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Reference no. E124
Subject category: Entrepreneurship
Published by:
Stanford Business School (2002)
Version:
4 February 2003
Length:
13 pages
Data source:
Field research

Abstract

Peter Kelly and Med-Mart introduces Peter Kelly, the young CEO of a medical supplies company. Kelly is a three-time graduate of Stanford University (a bachelor's degree, a master's degree and an MBA,) who started a 'search fund' with a colleague, and acquired Med-Mart, the company of which he is now CEO. The first two involve problem solving in the process of making two acguisitions for Med-Mart. The third situation concerns the company's star salesman: Kelly is considering how better (if at all) to motivate and reward this top salesperson.

Topics

Acquisitions; Motivation; Sales agent; Sales compensation

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