Pre-Paid Legal Services, Inc.
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Publication Date:
November 12, 1999
Industry:
Financial Services
Source:
Harvard Business School
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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Pre-Paid Legal Services, Inc.
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