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Book Cover
Author Rana, Arif Iqbal, author

Title Sales force incentives at Service Sales Corporation / Arif I. Rana, Mohammad Kamran Mumtaz
Published London : SAGE Publications Pvt. Ltd, 2017
Online access available from:
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Description 1 online resource : illustrations
Series SAGE Knowledge. Cases
SAGE Knowledge. Cases
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:
Description based on XML content
Subject Mohsin, Amer
Service Sales Corporation (SSC)
Compensation management -- Pakistan -- Decision making.
Form Electronic book
Author Mumtaz, Mohammad Kamran, author
ISBN 9781526448842 (ebook)