| HBS Case Collection
(Revised from original 1986 version)
Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives
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: Growth and Development;
Compensation and Benefits;