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商品編號： 9-513-067 出版日期： 2012/12/17 作者姓名： Narayandas, Das;Roberts, Michael;Kind, Liz 商品類別： Marketing 商品規格： 22p 再版日期： 2020/08/21 地域： California;New Zealand 產業： Apparel accessories;Beauty and personal care;Retail trade 個案年度： 2010 - 2010
商品敘述：
The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to which existing consultants recruit new consultants. The company utilizes a range of periodic incentives for recruitment, but hopes to build a system of salesforce compensation and management that relies more on intrinsic rewards and less on these periodic incentive programs. The case forces students to address principles of compensation system design, as well as more fundamental issues around what they believe motivates this "volunteer" (i.e., non-employee) sales force.
涵蓋領域：
Boards;Compensation and benefits;Diversity and inclusion;Marketing;Operations strategy;Organizational structure and design;Power and influence;Product management;Hiring and recruitment;Leadership styles
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