Olympia Machine Company Inc

Case Analysis

The management team of an industrial equipment company debated the method of compensating sellers. Several executives have offered various alternatives to the current method of straight salary plus expenses. Each option has different effects on the business strategy, organization, management and sales management needs. As a result, the case raises questions and analyzes relevant issues such as aligning strategy and organization, strategy implementation, and … Read more »

The management team of an industrial equipment company debated the method of compensating sellers. Several executives have offered various alternatives to the current method of straight salary plus expenses. Each option has different effects on the business strategy, organization, management and sales management needs. As a result, the case raises questions and analyzes relevant issues such as aligning strategy and organization, the implementation of the strategy and cross-functional incentive systems and distribution management.
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from
Frank V. Cespedes,
Benson P. Shapiro
Source: Harvard Business School
12 pages.
Release Date: 26 February 2008. Prod #: 708 490 PDF-ENG
Olympic Machine Company, Inc. HBR case solution