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Chapter
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1
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Introduction
Sales reward options. Instant
incentives.
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2
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What
are Sales rewards and Incentives?
Cash schemes. Non-cash incentives. Key learning points.
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3
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The
Evolution of Sales rewards and Incentives
Rewards and incentive theory.
Applying the theory.
Practical examples.
Holistic approach.
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4
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The
E-Dimension
Measuring performance.
Mirroring.
Reward fulfillment.
Telemetry.
Best practice, IBM
case history.
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5
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The
Global Dimension
Regional
schemes.
Cross-border programs.
Global incentives of
the future.
Best practice examples.
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6
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The State of the Art
Human
audit.
Skills assessment.
Creating effective programs.
Structural ideas.
Strategic incentives.
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7
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In Practice
Categories
of sales incentive programs.
White goods.
Retail.
Distress services.
Financial services-
honors club.
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8
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Key Concepts and Thinkers
Glossary.
Key concepts and thinkers.
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9
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Resources
Useful organizations and consultancies.
Exhibitions and seminars.
Books, journals and
references.
Networks and contacts.
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10
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Ten
Steps to Making Sales Rewards and Incentives Work
10
steps to making it work.
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