Product details

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Subject category: Marketing
Authors: Frank V Cespedes
Published by: Harvard Business Publishing
Originally published in: 1986
Version: 23 June 1987
Length: 20 pages
Data source: Field research

Abstract

Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or accounts in the best manner. Provides information about the industry, the competitive environment, recent market developments, and the details of the compensation plan as well as comments by managers and salespeople.
Location:
Size:
USD167 million revenues
Other setting(s):
1973-1974

About

Abstract

Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or accounts in the best manner. Provides information about the industry, the competitive environment, recent market developments, and the details of the compensation plan as well as comments by managers and salespeople.

Settings

Location:
Size:
USD167 million revenues
Other setting(s):
1973-1974

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