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商品編號： 9-506-029 出版日期： 2005/10/14 作者姓名： Godes, David B. 商品類別： Marketing 商品規格： 17p 再版日期： 2008/02/14 地域： United States 產業： Shipping industry 個案年度： 2000 - 2000
商品敘述：
Federal Express'' (FedEx) recent acquisition of RPS--a ground delivery firm--gave the firm the potential to offer a single source for a client''s delivery needs. However, to deliver on this potential, the firm needed to deliver the integrated solution through a single sales force. This integration required the solution of many issues, none more important than the formulation of a new compensation plan that not only determined the sales force''s effort but also served as a medium through which FedEx communicated its expectations to the salespeople. Jerry Beyl headed the committee charged with making recommendations on the compensation and training the new sales force. The compensation plan needed to encourage salespeople to sell both products. Complicating matters was the fact that the two organizations'' cultures were radically different.
涵蓋領域：
Employee incentives;Mergers and acquisitions;Organizational culture;Sales
相關資料：
, (9-508-073), 17p, by David B. Godes
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