IMAGE International Case Solution

Case Solution

This case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements that go into making a high-performance sales force; the practices, policies, and philosophies that are revealed about ways to motivate people provide a basis for student discussion. The case also gives the instructor an opportunity to teach students about the unexciting but necessary side of managing a sales force with its quotas, contests, and sales standings.