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- Stimulate the sales force generally, by providing a needed change of pace
- Introduce a product
- Introduce a new model
- Extend a distribution area
- Move slow items in a product line
- Open new accounts
- Encourage sales of the full line, including weak items
- Sell special consumer promotions
- Revive inactive accounts
- Stimulate sales in a slow season
- Push new uses or combinations of items
- Offset competitive promotions
- Aid in sales training
- Get more displays at the retail level
- Back up special promotions to the retail trade
- Obtain increased numbers of calls by salespeople
- Support factory production in depressed periods
- Stimulate higher unit sales per account
- Obtain new prospects
- Gain sales help from nonselling employees
- Reduce selling costs
- Cut salesperson turnover
- Recruit salespeople
- Retain employees in a competitive job market
- Extend a peak season
- Enlist spouses' help
- Move more expensive or more profitable items
- Clear inventory before a model change
- Aid in evaluating salespeople
- Stimulate activity by manufacturers' representatives
- Help collect past-due accounts
- Reduce overstocks
- Qualify prospects
- Obtain competitive market information
- Improve customer service by salespeople
- Encourage service personnel to sell
- Improve working habits
- Improve morale
- Stimulate prompt submission of call reports
- Increase distributor or dealer inventories
- Obtain customer referrals
- Get leads for case-history publicity
- Cut car and truck accident rates
- Encourage cold canvassing
- Shift effort in times of shortages
- Get the attention of distributor salespeople
- Educate retail salespeople
- Achieve more product demonstrations
- Stimulate flow of product information to customers
- Increase total sales volume
Source: Society of Incentive & Travel Executives (SITE)
New York, N.Y., (212) 575-0910; www.site-intl.org
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