Description |
1 online resource : illustrations |
Series |
SAGE Knowledge. Cases |
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SAGE Knowledge. Cases
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Summary |
The case is about restructuring of the sales force compensation system at Service Sales Corporation (SSC), a large shoe retailer in Pakistan. The organization went through many changes in its supply chain management starting in 2001, when a new COO, Omer Saeed, took over. There was a major increase in sales and the number of shops, and a decrease in the number of salesmen per shop with the net effect that some salesmen were drawing a compensation of ̀25,000-30,000 per month (standard salesmen salary in smaller shops was ̀8,000 per month). When the new COO Amer Mohsin joined in 2009, he was faced with the challenge of designing a salesmen compensation system that was in line with the growth of the organization. The case provides an opportunity to understand how different compensation systems are required as company dynamics change |
Notes |
Originally published in Rana, A. I., & Mumtaz, M. K. (2017). Sales force incentives at Service Sales Corporation. Asian Journal of Management Cases 14(2), 160-175. DOI: |
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Description based on XML content |
Subject |
Mohsin, Amer
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Service Sales Corporation (SSC)
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Compensation management -- Pakistan -- Decision making
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Compensation management -- Decision making.
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Pakistan.
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Genre/Form |
Case studies.
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Case studies.
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Études de cas.
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Form |
Electronic book
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Author |
Mumtaz, Mohammad Kamran, author
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ISBN |
9781526448842 |
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152644884X |
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