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Nestle Performance Management Case Study

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Distributor Sales Force Performance
Management
ARTICLE · OCTOBER 2010
DOI: 10.1177/097226291001400407

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Vision: The Journal of Business Perspective http://vis.sagepub.com/ Distributor Sales Force Performance Management
Jaydeep Mukherjee and Anirban Basu
Vision: The Journal of Business Perspective 2010 14: 309
DOI: 10.1177/097226291001400407
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MANAGEMENT CASE

DISTRIBUTOR SALES FORCE PERFORMANCE
MANAGEMENT
Jaydeep Mukherjee & Anirban Basu

Nestle India had initiated an aggressive market growth strategy which was difficult to implement because of the increasing turnover ofthe distributors' salesmen. The challenge was likely to get aggravated in future because ofincreasing employment optionsfor the salesmen as well as increasing competition for retail shelf space. The salesmen were in the payrolls of the channel partners, and the diversity of the management practices of channel partners made

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