A European Car Manufacturer Dealership, operating in the highly competitive middle range of the European car market, identified a misalignment between its business strategy and the way its employees were rewarded. The strategy involved moving up-market to produce fewer, but higher priced and higher quality models. Most employees were on a base pay of approximately 6,000 plus commission on margins, which in the prevailing market conditions earned them about 50 for selling a 15,000 car. Following ...

BPIR Categories

9.5.1 Develop performance management approach
9.5.5 Manage reward & recognition programs

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