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Abstract
Based on information provided in the (A) case (579-012-1), the main teaching objectives of the (B) case are an evaluation of the present system of salesmen''s compensation and motivation and the establishment of a suitable system of salesforce management. The company had experienced a steady decrease in market share over the previous four years which had led to a revised system of sales quotas and salesmen''s compensation being proposed.
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Abstract
Based on information provided in the (A) case (579-012-1), the main teaching objectives of the (B) case are an evaluation of the present system of salesmen''s compensation and motivation and the establishment of a suitable system of salesforce management. The company had experienced a steady decrease in market share over the previous four years which had led to a revised system of sales quotas and salesmen''s compensation being proposed.
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