The management team of industrial equipment supplier discusses the method of reimbursement by the seller. Different leaders have proposed various alternatives to the current method of direct salary plus expenses. Each option has different implications for business strategy, organization, management, and the requirements of sales management. As a result, the case raises questions, and analytics related to topics such as the harmonization of strategy and organization, strategy, and cross-functional systems of incentives, and sales management. “Hide
by Frank V. Cespedes, Benson P. Shapiro Source: Harvard Business School 12 pages. Publication Date: February 26, 2008. Prod. #: 708490-PDF-ENG
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