This case study is comprised of two vignettes about startup companies considering whether and how to change their sales compensation plans. ElMenus.com is a restaurant app venture in Egypt seeking to lower customer churn while confronting new competition. BigBelly is a "smart" waste receptacle venture that is changing its business model. The case allows for the comparison and contrast of the roles of sales compensation in different ventures with different sales funnel activities. The case also allows for an overview of all the core components of sales compensation.

【書誌情報】

ページ数：10ページ

サイズ：A4

商品番号：HBSP-816092

発行日：2016/5/10

登録日：2016/5/24