Federal Express’ (FedEx) recent acquisition of RPS – a ground delivery company – gave the company the potential to be a single source of supply must provide a client. But to deliver this potential, the company needs to provide an integrated solution from a single field. This integration required the solution of many problems, none more important than the formulation of a new compensation plan that not only determines the sales efforts, but also served as a medium through which FedEx … Read more »

Federal Express’ (FedEx) recent acquisition of RPS – a ground delivery company – gave the company the potential to be a single source of supply must provide a client. But to deliver this potential, the company needs to provide an integrated solution from a single field. This integration required the solution of many problems, none more important than the formulation of a new compensation plan that determines not only the sales efforts, but also served as a medium through which FedEx communicates its expectations to the seller. Jerry Beyl headed the committee the task load recommendations on remuneration and training of new sales representatives. The compensation plan needs to encourage sellers to sell both products. Complication was the fact that the two organizations were radically different cultures.
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David B. Godes
Source: Harvard Business School
17 pages.
Publication Date: Oct 14, 2005. Prod #: 506029-PDF-ENG
Sales Force Integration at FedEx (A) HBR case solution