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Raleigh and Rosse Case Study
Questions
1. Analyze the case study and answer the questions provided.
2. What is the cause of the problems in the case? How serious are these problems? How would you quantify the potential financial risk to Raleigh and Rosse?
3. Are Raleigh and Rosse employees pressured inappropriately by the sales-per-hour system? By management?
4. How effective is the memo shown as Case Exhibit 4 in clarifying the distinction between "sell" and "nonsell" time?
5. How would you redesign compensation and performance appraisal systems at Raleigh and Rosse? Is sales-per-hour an effective measure of customer satisfaction? Are Raleigh and Rosse's HR policies and practices fully aligned with its business strategy?
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