Case Studies

50 Possible Objectives of Incentive Programs

To stimulate the sales force generally by providing a needed change of pace
To introduce a new product, model, or service
To extend distribution areas and/or motivate distributors, dealers, or franchisees
To move slow items in the line
To open new accounts
To encourage sales of the full line, including weak items
To sell special consumer promotions
To revive inactive accounts
To push new uses of combination of items
To stimulate sales in a slow season
To get more displays at the retail level
To back up special promotions to the retail level
To offset competitive promotions
To aid in sales training
To increase the number of sales calls by sales people
To support factory production levels in depressed periods
To stimulate higher unit sales per account
To gain new prospects
To gain sales assistance from non-sales people
To reduce selling costs
To reduce resistance to change
To recruit sales people
To extend a peak season
To enlist sponsors' or suppliers' help
To move the higher yield or more expensive products
To clear inventory
To aid in evaluating sales peoples' performance
To stimulate activity by manufacturers' representatives
To help collect past-due accounts
To reduce overstocked items
To qualify prospects
To obtain competitive market information
To improve customer service by sales people
To encourage service personnel to sell
To improve working habits and production
To stimulate prompt submission of sales reports
To increase distributor or dealer inventories
To obtain customer referrals
To get leads for case-history publicity
To cut vehicle accident rates
To encourage cold calling
To shift effort in times of shortage
To improve salespeople morale
To get the attention of distributor sales people
To educate retail sales people
achieve more product demonstrations
To stimulate flow of product information to customers
To increase total sales volume
To minimize employee turnover
To reward non-sales related employees

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