Case Study On Japan Sales Force
Case Study 4-7:
National Office Machines-Motivating Japanese Salespeople: Straight Salary or Commission?
Anthony DiSanto
Prof. Elam
Multination Marketing
3/31/05
The main issue in case study 4-7 focuses on what the Japan company Nippon Cash Machines and their recent US merger National Office Machines should do to their Japanese sales force who has always followed a salary based payment plan and lifetime job security because they are quickly losing
market share in a highly competitive market. Therefore, the main statement for the case is as follows:
Should a merged company such as who Nippon/American Business Machines Corporation, who is facing strong competition and losing
market share, change the Japan sales force payment plan and go against traditional Japan values in order to remain competitive in their market?
I think that NABMC should definitely begin to change their sales force payment plan. If NABMC can initiate change within their company, and do it......
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Approximate Word Count: 722
Approximate Pages: 3 (250 words per double-spaced page)
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