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Search by topic:   17461. VALUE DRIVEN MANAGEMENT CASE STUDY: “ONE MANAGER’S TOUGH DECISION”. Using value driven management principles, this paper provides an analysis and a case solution to a case study which begins with the following scenario: District sales manager Kimberly Brouchous must decide by December 15th which of three alternative actions she will take to comply with top management’s directive to cut sales personnel expenses by $40,000/year. Kimberly has outlined three alternatives, each which will save the company $40,000/year and have a different impact on the salespersons. The case analysis identifies key issues and critical value drivers and then conducts a value-driver analysis of each aspect of the case. Makes recommendations for action and plans for implementing one alternative. KEYWORDS: value driven management sales personnel compensation management case solution. 9 pages, 0 footnotes, 2 bibliographic sources. 2,191 words.   $63 Copyright 2002 Academic Research Papers Associate Term Paper Sites: Academic Research Papers Academic-Research-Papers Research Central Term Paper Assistance