I.M.A.G.E. International

Case Analysis

Promotes understanding and familiarity, not financial incentives. Describes key elements that go into making a high-performance sales, the practices, policies and philosophies that are revealed about the ways to motivate people a basis for discussion. Also, the teacher gives the opportunity to teach students about the most boring but necessary administrative side of a field with its quotas, competitions and sales standings.

Promotes understanding and familiarity, not financial incentives. Describes key elements that go into making a high-performance sales, the practices, policies and philosophies that are revealed about the ways to motivate people a basis for discussion. Also, the teacher gives the opportunity to teach students about the most boring but necessary administrative side of a field with its quotas, competitions and sales standings.
This is a Darden case study.
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from
Robert E. Spekman,
Derek A. Newton,
Alexandra Ranson
Source: Darden School of Business
5 pages.
Publication Date: Oct 12, 1993. Prod #: UV0023-PDF-ENG
I.M.A.G.E. International HBR case solution