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  • July 2005 (Revised February 2009)
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Eureka Forbes Ltd.: Managing the Selling Effort (A)

By: Das Narayandas and Kerry Herman
  • Format:Print
  • | Pages:22
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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.)
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About The Author

Das Narayandas

Marketing
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Related Work

    • June 2012
    • Faculty Research

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

    By: Das Narayandas, Kerry Herman and Matthew Preble
Related Work
  • Eureka Forbes Ltd.: Managing the Selling Effort (A) (TP) By: Das Narayandas, Kerry Herman and Matthew Preble
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