Sales Compensation at Nirala

Wasif M. Khan
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Wasif M. Khan: Graduate School of Business Administration, Lahore University of Management Sciences, D.H.A. Lahore, Cantt 54792, Pakistan

Asian Case Research Journal (ACRJ), 2003, vol. 07, issue 01, 1-16

Abstract: In 2000, Faisal Farooq, the young head of Nirala Sweets wanted to design a new reward system for his salesforce, 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 culturn, 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 salesforce reward system.

Date: 2003
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DOI: 10.1142/S0218927503000343

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