Vested Interest
Distributors must choose the right path to keep sales teams invested
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Maria Raha
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“Cash may seem to have a high[ly] perceived value,” said Muzzillo, “but generally ... instead of using [cash incentives] for any kind of enjoyment, the recipient often uses them to pay bills or to pay for expenses. The perceived value of a vacation or an electronic gadget that [salespeople] wouldn’t purchase for themselves is often higher than a cash incentive and more cost-effective for the company.” To find out more about incentive programs, he suggested the Selective Gift Institute, a vendor of Proforma’s, and ASI, the Advertising Specialty Institute.
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- Companies:
- American Solutions for Business
- Proforma
Maria Raha
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