Part 2: Case Floor-Shine Cleaning Products Case Focus: This case illustrates

Part 2: Case Floor-Shine Cleaning Products

Case Focus: This case illustrates the use of a sales contest in an attempt to boost sales. Several potential problems resulting from a poorly designed
sales contest are demonstrated.

Summary

Vince Coleman national sales manager for Floor-Shine Cleaning Products recently asked regional sales manager Bob Herman to coordinate a special fourth
quarter sales push in order to achieve projected year-end sales goals. Herman designed a contest to motivate the 20 salespeople in each of his five districts.
Salespeople within each district would compete against each other for a trip to a fantasy baseball camp. As a result of the contest several things occurred to
some extent or another: small customers were ignored; dealer loading was

encouraged via kickbacks and incentives; one district had a salesperson who landed an early insurmountable lead; unnecessary credit risks were taken and;
saleswomen were not motivated.

Discussion Questions

1. How would you evaluate this contest? What are its pros and cons?

2. How could this contest be designed to have a better chance of being successful?