3. What measures might you use to motivate them as a group? Land Escape Vacation Club sells fractional interests in time-share vacation properties at various beach locations. For example, an owner will purchase an interest of four weeks a year at a Land Escape property in a place like Hilton Head, South Carolina. Prospective buyers are offered a free weekend stay at a Land Escape resort if they listen to a sales presentation while they are there.

Sales at the La Jolla, California, location have been inconsistent over the past two years, and the sales manager, Denise London, has been asked by Land Escape’s vice president of sales to review the profiles of her three salespeople in order to come up with a plan to improve sales.