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Case
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Reference no. 9-506-003
Subject category: Marketing
Authors: Das Narayandas (Harvard Business School); Kerry Herman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2005
Version: 12 February 2009
Length: 22 pages
Data source: Field research
Topics: Capital goods; Personal selling; Sales; Sales agents; Sales compensation
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Abstract

The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.
Location:
India
Other setting(s):
2004
Case
-
Reference no. 9-515-S05
Spanish language
Subject category: Marketing
Authors: Das Narayandas (Harvard Business School); Kerry Herman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 12 February 2009
Length: 24 pages
Data source: Field research
Topics: Capital goods; Personal selling; Sales; Sales agents; Sales compensation
View full details

About

Abstract

The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.

Settings

Location:
India
Other setting(s):
2004

Related

Case
-
Reference no. 9-515-S05
Spanish language
Subject category: Marketing
Authors: Das Narayandas (Harvard Business School); Kerry Herman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 12 February 2009
Length: 24 pages
Data source: Field research
Topics: Capital goods; Personal selling; Sales; Sales agents; Sales compensation
View full details