Case
SALES COMPENSATION AT NIRALA
INDUSTRY :Food
AREA :MARKETING
ORGANIZATION :-
LENGTH :12
LUMS No :04-2318-2002-1
PUBLICATION YEAR : 2002
ABSTRACT:
Nirala, the country’s leading traditional sweetmeats producer was faced with a continuing problem with its sales force compensation system. The young owner-manager was keen to improve the system and implement a simpler, more effective system. The design and implementation of the new system must consider the cultural factors, education levels, and gaming possibilities as well as the overall objectives of the growing firm. Individual, store level, and company level performance must be modelled into any new reward system and control limitations recognized in developing the new system. The case is for use in a graduate Marketing Management, Salesforce Management, or Reward Systems course.