manufacturing location. product mix, and other variables. are shared by each district involved. - Each sales representative receives a commission based on a percentage of the sales revenue generated. - Each district (approximately 160 sales reps) is assigned a quota for each product line, defined in terms of dollar sales. - Bonus points are awarded for sales greater than 85 percent of quota. - Five product groups have been identified as strategic to Rothwell. These "pride-level" products are weighted more heavily in bonus point calculations. Over the past three years, Rothwell generated exceptionally high sales-and awarded record bonuses. Profits, however, were lackluster. L. L. was befuddled