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I.M.A.G.E. International
Newton, Derek A.; Spekman, Robert E.; Ranson, Alexandra Case M-0417 / Published October 12, 1993 / 4 pages.
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Product Overview

This case furthers student understanding of and familiarity with nonfinancial 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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  • Overview

    This case furthers student understanding of and familiarity with nonfinancial 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.

  • Learning Objectives