| Case Title |
Sales Compensation at Nirala |
| Case Author(s) |
Wasif M. Khan
|
| University |
Graduate School of Business Administration, Lahore University of Management Services |
| Abstract |
In 2000, Faisal Farooq, the young head of Nirala Sweets, wanted to design a new reward system for his sales force, as part of his effort to professionalise the firm. Nirala Sweets, a 52-year-old firm founded by Faisal's grandfather, was the leading purveyor of traditional sweetmeats in Lahore, Pakistan. The national culture, the informal manner in which the firm had been run, weak management information systems, and the behavioural complexity of his growing firm are some of the challenges he faced. He needed to think carefully about how these would impact the design and implementation of an effective sales force reward system. *Abstract reprinted with the permission of World Scientific Publishing Co. Pte. Ltd.* |
| Available In |
Asian Case Research Journal, Volume 7, Issue 1, June 2003 |
| Publisher |
World Scientific Publishing Co. Pte. Ltd. |
| Publisher Case No. |
|
| Distributor(s) |
World Scientific Publishing Co. Pte. Ltd.
National University of Singapore
|
| Pub/Rev Date |
June 2003 |
| ISBN |
|
| Case Length |
16 pgs |
| Teaching Note |
No |
| Pub TN Ref No. |
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| Pages (TN) |
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| Issues |
Entrepreneurship, Human Resource Management, Marketing, Compensation |
| Organisation(s) |
Nirala Sweets
|
| Countries |
Pakistan |
| Industry |
Food, Beverages & Tobacco |
| Period Covered |
1990s-2000 |
| Level |
Undergraduate/Postgraduate |
| Links of Interest |
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