Case | HBS Case Collection | May 2013

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

by Das Narayandas, Kallol Das 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.

Citation:

Narayandas, Das, Kallol Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)." Harvard Business School Case 513-015, May 2013.