Promotes understanding of, and familiarity with, non-financial incentives. Describes the key elements that go into making high sales, practices, policies and philosophy, which are identified on how to motivate people to serve as a basis for discussion. Also gives the teacher the opportunity to teach students about the unexciting but necessary part of the sales department with their quotas, contests and sales standings.
This Darden study. "Hide
by Robert Spekman, Derek A. Newton, Alexandra Ranson Source: Darden School of Business 5 pages. Publication Date: October 12, 1993. Prod. #: UV0023-PDF-ENG
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