The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R F skin care products. The organization is attempting to better manage the inconsistent and highly variable recruiting behavior of the sales force i.e., the level to which present advisers recruit new consultants.
The company utilizes a range of regular incentives for recruiting, but hopes to construct a system of direction and sales force compensation that relies more on intrinsic benefits and not as much on these periodic incentive programs. The case forces pupils to address principles of compensation system design, in addition to more fundamental problems around what they consider motivates this "volunteer" (i.e., non-worker) sales force.
PUBLICATION DATE: December 17, 2012 PRODUCT #: 513067-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
Related Case Solutions & Analyses:
General De La Rey and the Blue Bulls
Linking Customer Loyalty to Growth
Facebook
Communauto: A big idea for a big market
Ford KA (A): The Market Research
Positioning the Tata Nano (A)
Total’s Carbon Capture and Storage Project at LACQ (A): Risk Opportunity in Public Engagement
Dongfeng Passenger Vehicle Company: Marketing Challenges for the
Sony Playstation 4: Aim and Fire
The SOX Compliance Journey At Trinity Industries
