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  • November 1986 (Revised June 1987)
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Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives

By: Frank V. Cespedes
  • Format:Print
  • | Pages:20
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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.)
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About The Author

Frank V. Cespedes

Entrepreneurial Management
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    Using Simulations to Upskill Employees

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More from the Author
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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