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Case

Sales Compensation Vignettes

By Cespedes, Frank V.

Marketing

This case study is comprised of two vignettes about startup companies considering whether and how to change their sales compensation plans. ElMenus.com is a restaurant app venture in Egypt seeking to lower customer churn while confronting new competition. BigBelly is a "smart" waste receptacle venture that is changing its business model. The case allows for the comparison and contrast of the roles of sales compensation in different ventures with different sales funnel activities. The case also allows for an overview of all the core components of sales compensation.

Collection: HBSP (USA)

Ref: HBS-816092-E

Format: PDF

Number of pages: 10

Publication Date: May 10, 2016

Language: English, Spanish

Review date: Jun 26, 2017

What material is included in this case:

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Description

Year: 2008

Geographic Setting: China

Sales Compensation Vignettes

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Sales Compensation Vignettes

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Sales Compensation Vignettes

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