1. Based on the comments offered in the opening profile of Bill Febry, describe the different goals that you think Leinenkugel’s sets for its sales force. 2. How well and in what situations do “all or...

1. Based on the comments offered in the opening profile of Bill Febry, describe the different goals that you think Leinenkugel’s sets for its sales force.

2. How well and in what situations do “all or nothing” goals work? What problems do you think a sales manager might encounter by rewarding salespeople who only partially meet their goals?