Developing Global Marketing Strategies 2 Chapter 18 Matakuliah: J0474 International Marketing Tahun: 2009

Bina Nusantara University 3 Learning Outcome National Office Machine Motivating Japanese Salespeople : Straight Salary or Commission ?

Bina Nusantara University 4 case Please, open your book. Cateora, Philip R. and John L. Graham, (2007), International Marketing, Supplementary Material, Page 663 National Office Machine Motivating Japanese Salespeople : Straight Salary or Commission ?

Bina Nusantara University 5 Questions 1.What should NABMC offer- incentives or straight salary?. Support your answer. 2. If incentives are out, how do you motivate sales people and get them to compete aggressively? 3. Design a U.S. type program for motivation and compensation of sales people. Point out where difficulties may be encountered with your plan and how the problems are to be overcome. 4. Design a pay system you think would work, satisfying old sales people, new salespeople, and other employees. 5. Explain the idea that perhaps the kinds of motivation and Aggressiveness found in the United States is not necessary in the Japanese market. 6. Develop some principles of motivation that could be applied by An international marketer in other countries.