Ivey Publishing
Biomed Co., Ltd.: Designing a New Sales Compensation Plan
Product Number:
9B06A037
Publication Date:
01/09/2007
Revised Date:
09/14/2009
Length:
13 pages (9 pages of text)
Product Type:
Case (Field)
Source:
Ivey
A recent MBA graduate was about to return to the family business, Biomed Co., Ltd. as its general manager. Biomed's parent company, Thai Drugs Co., Ltd. has just revised Biomed's market strategy, a change that created the need to align the sales compensation system to fit with the new strategy. The new general manager was charged with this responsibility. Students will work through the path from strategy to a powerful sales compensation plan that will support the strategy and encourage to execute the role of the salesforce within this strategy.
Issues:
Disciplines:
International,  Marketing
Industries:
Manufacturing
Setting:
Thailand, Small, 2006
Intended Audience:
Undergraduate/MBA
Price:
$4.25 CAD / $4.25 USD Printed Copy
$3.75 CAD / $3.75 USD Permissions
$3.75 CAD / $3.75 USD Digital Download
Associated Materials
Translations: Spanish (15 pages)
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