1. What are the advantages and disadvantages of the various alternatives Ruth Diamond is considering?

2. Do you have any other suggestions for improving the store’s sales?

3. What would you recommend? Why?

Synopsis: The president of Diamonds Furriers is evaluating her store’s sales force compensation strategy. A family business in the Nashville area for 40 years, Diamond Furriers has a long history of excellent merchandise, customer service, and customer loyalty. The relationship between this customer loyalty and sales force compensation is the focus of this case.