Details

Case

Sales Compensation at Nirala

Wasif M Khan

INDUSTRY : Food

AREA : Marketing

ORGANIZATION : Nirala

LENGTH : 12

LUMS No : 04-2318-2002-1

PUBLICATION YEAR : 2002

KEYWORDS:

Sales,Compensationg,Nirala,Marketing,Food,Sweets,System,Tradition,Store,Retails,Marketing Management,Sales Force Management

DESCRIPTION:

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.

LEARNING OBJECTIVES:

The case is intended to let students evaluate and redesign a Salesforce Compensation System. The foucs can be varied depending on the interest and intent of the Instructor. A Sales Compensation and behavioural emphass is suggested though the case provides plenty of meat for an instructor with an interest in the broad area of professionalization of family firms, with a specific interest in systems development and implementation.

SUBJECTS COVERED:

Marketing