Case | HBS Case Collection | July 2005 (Revised February 2009)

Eureka Forbes Ltd.: Managing the Selling Effort (A)

by Das Narayandas and Kerry Herman

Abstract

The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.

Keywords: Compensation and Benefits; Management; Performance Improvement; Sales; Motivation and Incentives; India;

Citation:

Narayandas, Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A)." Harvard Business School Case 506-003, July 2005. (Revised February 2009.)