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Sales Compensation Vignettes

By: Frank V. Cespedes
  • Format:Print
  • | Language:English
  • | Pages:13
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Abstract

This Teaching Note supports the case study comprising two vignettes about startup companies considering whether and how to change their sales compensation plans. The case allows students to compare and contrast the objectives, structure, and process of sales incentives in different business models, and the Teaching Note also provides the materials for a brief lecture on designing a sales compensation plan. Teaching Note for HBS No. 816-092.

Keywords

Compensation; Sales; Strategy; Compensation and Benefits

Citation

Cespedes, Frank V. "Sales Compensation Vignettes." Harvard Business School Teaching Note 817-104, March 2017.

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