Ivey Publishing
SalesDriver (A): The Offer to Mark Sullivan - SalesDriver's Perspective
Product Number:
9B01C010
Publication Date:
11/29/2002
Revised Date:
12/15/2009
Length:
9 pages (7 pages of text)
Product Type:
Case (Field)
Source:
Ivey
As a startup in the online sales incentives industry, SalesDriver had a unique product to offer: online sales contests. From its early stages, SalesDriver had a great product, e-tailer relationships and initial customers who were pleased with the service. What SalesDriver needed was personnel. SalesDriver's two co-founders were facing several challenges. They were both young and making their first independent leap into the dot-com industry. With limited funding and no hiring experience, they needed to put together a staff for their company and wanted to do so within a two-week time frame. Their first need was to hire a vice-president of sales, but their candidate of preference had 15 other job offers on his plate, so time was of the essence. How much should they offer? What incentives should they include? What kind of fit would they have as a working team and would they even have enough time to assess that fit? The two friends and business partners were faced with the difficult challenge of working out a winning offer that would persuade the right person to accept a position in their very young company.
Issues:
Disciplines:
Entrepreneurship,  Organizational Behaviour/Leadership
Industries:
Administrative, Support, Waste Management and Remediation Services
Setting:
United States, Small, 2000
Intended Audience:
Undergraduate/MBA
Price:
$5.30 CAD / $5.00 USD Printed Copy
$4.50 CAD / $4.25 USD Permissions
$4.50 CAD / $4.25 USD Digital Download
Associated Materials
Supplements: 9B01C011 (7 pages)
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