INTERNATIONAL

CHEMICAL INDUSTRIES
Overview

 It was one of the world’s largest chemical

concerns

 It produced & distributed basic chemicals

such as nitrates,sulfur,potasium around the
globe
Problem
 Not effectively usage of motivational funds

 Non uniformity of the existing system about

the usage of motivational funds
Objective
 The objective is to find the way to use the
motivational funds of the company in an
effective way

 To motivate people of the organization for

higher achievements of organizational goals
1st Presentation

 District managers had developed some sort

of program to reward the sales person
2nd Presentation

 Managers used the money for shorter special

purpose program such as contests to reward
those who not only called on prospective
accounts but also managed to make them
new customers
3rd Presentation

 In short run offering ,if the district met its

quotas for the quarter, all sales persons &
their families would be treated to a long
weekend outing
Conclusion
 McCall was confused in choosing the way that
he can offer the motivational funds
 What returns were being realized from those

expenditures?
 How could he build a case to superiors for

increasing the motivation funds?

 What should George McCall do about the
firms motivational fund?

 What policies should George McCall establish

regarding the motivational fund?
References
 www.wikipedia.com
 www.salessandmarketing
 www.icmrindia.com
 www.salesmanagemnt.com