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Complete Case details are given below :
Case Name : Pre-Paid Legal Services, Inc.
Authors : Paul M. Healy, Jacob Cohen
Discipline : Accounting
Case Length : 14 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Pre-Paid Legal Services' business model reveals two key issues--managing the sales force and sales growth and managing claims. Students analyze the economics of the business and consider how to measure firm performance, how to evaluate and reward the sales force, and what services to offer. The case also discusses a Fortune article criticizing Pre-Paid Legal's method of reporting sales force commissions. Students are asked to evaluate Fortune's analysis and to recommend potential responses by Pre-Paid Legal's management.
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