Glengarry Glen Ross

Media Type: Film Clips Topic: Incentives, The Firm

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A hotshot executive comes in the local office and proposes a vicious sales contest to motivate a group of underperforming real estate salesmen. First prize is a Cadillac Grand Torino, second place is a set of steak knives, and third place is, “You’re fired!” The vulgar and condescending executive pitches his slogan "A-B-C. Always be closing," in an effort to inspire the salesmen; in reality, they are probably much more motivated by the fear of losing their jobs. This serves as an excellent example of tournament pay and incentives. 

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