Case | HBS Case Collection | 2009 (Revised from original 2005 version)
by Das Narayandas and Kerry Herman
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, February 2009. (Revised from original July 2005 version.)
Teaching Plan | HBS Case Collection | 2012
Eureka Forbes Ltd.: Managing the Selling Effort (A) (TP)
Das Narayandas, Kerry Herman and Matthew Preble
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Case | HBS Case Collection | 2013
Innovation at the Boston Consulting Group
Robert G. Eccles, Das Narayandas and Penelope Rossano
Keywords: innovation; strategy consulting; professional service firm; knowledge management; client management; product development; leadership; Customer Focus and Relationships; Customer Value and Value Chain; Independent Innovation and Invention; Innovation and Management; Innovation Leadership; Innovation Strategy; Value Creation; Consulting Industry;
Ron Johnson: Retail at Target, Apple, and J.C. Penney
Das Narayandas, Kerry Herman and Lisa Mazzanti
Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)
Das Narayandas, Kallol Das and Kerry Herman