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  • March 2017
  • Teaching Note
  • HBS Case Collection

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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About The Author

Frank V. Cespedes

Entrepreneurial Management
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    • January 2023 (Revised January 2023)
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    Belden and Digital Transformation: From Product Sales to Solutions Sales

    By: Frank V. Cespedes and Amy Klopfenstein
    • November 15, 2022
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    Using Simulations to Upskill Employees

    By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
    • October 2022 (Revised December 2022)
    • Faculty Research

    Aphro Beverages

    By: Frank V. Cespedes and Amram Migdal
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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