Product Overview

This is a Spanish translation of the February 28, 2019, version of UVA-M-0417. 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.