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Compact case
Case
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Reference no. UVA-M-0958
Spanish language
Subject category: Marketing
Published by: Darden Business Publishing
Originally published in: 1993
Version: 11 July 2019
Revision date: 07-Jan-2020
Length: 5 pages
Data source: Published sources

Abstract

This is a Spanish version. This case furthers student understanding of and familiarity with non-financial incentives. It describes major elements that go into making a high-performance salesforce; 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 salesforce with its quotas, contests, and sales' standings.

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Abstract

This is a Spanish version. This case furthers student understanding of and familiarity with non-financial incentives. It describes major elements that go into making a high-performance salesforce; 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 salesforce with its quotas, contests, and sales' standings.

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