This is a Darden case study.

Furthers understanding of, and familiarity with, non

financial incentives. Describes major elements that go into making a high-perfor
mance sales force; the practices, policies, and philosophies that are revealed a
bout ways to motivate people provide a basis for discussion. Also gives the inst
ructor an opportunity to teach students about the unexciting but necessary side
of managing a sales force with its quotas, contests, and sales standings.