Case | HBS Case Collection | November 1986 (Revised June 1987)

Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives

by Frank V. Cespedes

Abstract

Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or accounts in the best manner. Provides information about the industry, the competitive environment, recent market developments, and the details of the compensation plan as well as comments by managers and salespeople.

Keywords: Markets; Competitive Strategy; Compensation and Benefits;

Citation:

Cespedes, Frank V. "Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives." Harvard Business School Case 587-097, November 1986. (Revised June 1987.)