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  • May 2013
  • Case
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Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)

By: Das Narayandas, Kallol Das and Kerry Herman
  • Format:Print
  • | Language:English
  • | Pages:72
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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.

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.
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About The Author

Das Narayandas

Marketing
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More from the Authors
  • Walmart’s Live Better U By: Boris Groysberg, Annelena Lobb and Kerry Herman
  • Digital Transformation at Tata Steel By: Krishna Palepu, Das Narayandas and Radhika Kak
  • TSG Hoffenheim: Step-by-Step Analysis in Excel By: Feng Zhu, Karim R. Lakhani, Sascha L. Schmidt and Kerry Herman
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