Business Case Studies & Business Publications

I.M.A.G.E. International

Newton, Derek A., ...

Case

I.M.A.G.E. International

Newton, Derek A.; Spekman, Robert E.; Ranson, Alexandra

M-0417 | Published October 12, 1993 | 4 pages Case

Collection: Darden School of Business

Product Details

This case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements that go into making a high-performance salesforce; the practices, policies, and philosophies that are revealed about ways to motivate people provide a basis for student discussion. The case also gives the instructor an opportunity to teach students about the unexciting but necessary side of managing a salesforce with its quotas, contests, and sales' standings.