Madison Fiber Corporation
11 Pages Posted: 21 Oct 2008
This case offers students an opportunity to examine a variety of issues concerning compensation: How much to pay? What kind of compensation plan to use? How much of the management task can compensation accomplish? In addition, the case also examines the relationship between strategy and task and the problems of using compensation to influence behavior where the task is highly complex, varying by product line and territory.
Keywords: sales-force compensation, sales management
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