CONTINUING CASE ASSIGNMENT Go to the store you have selected for the continuing case assignment, and talk to the person responsible for human resource management to find out how sales associates are compensated and evaluated for job performance.

• How are sales associates trained? What are the criteria for evaluation?

• How often are they evaluated?

• Do salespeople have quotas? If they do, how are they set? What are the rewards of exceeding quotas?

What are the consequences of not meeting these objectives?

• Can sales associates make a commission? If yes, how does the commission system work? What are the advantages of a commission system? What are the disadvantages?

• If there is no commission system, are any incentive programs offered? Give an example of a specific program or project used by the store to boost employee morale and productivity.

Evaluate each of the answers to these questions, and make recommendations for improvement where appropriate.