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Your search keyword '"Incentives (Business) -- Case studies"' showing total 20 results
Start Over Descriptor "Incentives (Business) -- Case studies" Journal sales & marketing management
20 results on '"Incentives (Business) -- Case studies"'

1. At the summit

Subjects
Incentives (Business) -- Case studies, Business travel -- Usage
Abstract

The "Summit Conference' was a tiered incentive travel program put together by the Graham Marketing Group of St. Paul, Minn., for a multinational computer company. ft is excerpted here from […]

Published
1991

2. What Would You Do?

Subjects
Sales management -- Case studies, Incentives (Business) -- Case studies
Abstract

To celebrate winning a three-year, $5.7 million contract, Noah Chase told his seven salespeople and three support staffers to take their spouses or partners out to dinner. "Pick your favorite […]

Published
1999

3. No strangers to paradise

Author

Waldrop, Heidi A.

Subjects
Automobile dealers -- Human resource management, Incentives (Business) -- Case studies, Southeast Toyota Distributors Inc. -- Human resource management
Abstract

NO STRANGERS TO PARADISE Even though some of the dealers have been coming to the Big Island of Hawaii each of the nine years that Southeast Toyota Distributors has chosen […]

Published
1986

5. Borden gets the best out of catalogues; motivating broker reps and retailers

Subjects
Food industry -- Marketing, Premiums (Retail) -- Case studies, Incentives (Business) -- Case studies, Borden Inc. -- Marketing, Olsen O'Leary Associates-Travel -- Contracts
Abstract

BORDEN GETS THE BEST OUT OF CATALOGUES Until recently, the incentive programs Borden sponsored for broker sales representatives and retailers were at best sporadic. Within each district of the Columbus, […]

Published
1986

6. Detroit Diesel Allison sails on a quality cruise; program of many parts

Subjects
Incentives (Business) -- Case studies, Truck industry -- Marketing, General Motors Corp. Allison Transmission Div. -- Marketing
Abstract

DETROIT DIESEL ALLISON SAILS ON A QUALITY CRUISE When the Detroit Diesel Allison (DDA) parts division of GM decided to sponsor an incentive travel program last spring, executives had more […]

Published
1986

7. Why customers love Treasure Isle; a shrimply wonderful incentive

Subjects
Brand choice -- Marketing, Fish industry -- Marketing, Incentives (Business) -- Case studies, Treasure Isle Inc. -- Marketing
Abstract

WHY CUSTOMERS LOVE TREASURE ISLE Faced with an assortment of shrimp, could you tell them apart? Purchasing agents at many restaurants and other foodservice operations think you couldn't--and say they […]

Published
1986

8. Barbados of bust! Fitting travel into the marketing plan

Author

Waldrop, Heidi A.

Subjects
Incentives (Business) -- Case studies, Securities industry -- Marketing, J.C. Bradford and Co. -- Marketing
Abstract

BARBADOS OR BUST! The soft Barbadian breeze swept across the waters of the Caribbean, carrying the faint beat of calypso music from down the beach to the two men reclining […]

Published
1986

11. Incentive programs that make a winner out of everyone

Author

Campanelli, Melissa

Subjects
Incentives (Business) -- Case studies, Computer industry -- Marketing, Real estate industry -- Human resource management, Apple Inc. Apple USA Div. -- Marketing, Easy Life Real Estate System Inc. -- Human resource management
Abstract

Keeping the sales staff motivated is one of the biggest challenges sales managers face. And while most sales incentive programs are designed to keep the staff raring to go, many--because […]

Published
1992

12. The secrets of America's best sales forces

Author

Campanelli, Melissa

Subjects
Incentives (Business) -- Case studies, Sales personnel -- Human resource management, Hewlett-Packard Co. -- Human resource management, Dow Chemical Co. -- Human resource management, Scott Paper Co. -- Human resource management, The Progressive Corp. -- Human resource management
Abstract

THE SECRETS OF AMERICA'S BEST SALES FORCES Our September 1991 issue focused on America's best sales forces - all six winners representing mighty bastions of selling expertise. In terms of […]

Published
1992

13. Making the case for incentives

Subjects
Incentives (Business) -- Case studies
Abstract

The range of what can be used as an incentive is almost limitless. It can run from Tiffany & Company scarfs, crystal and watches to Harry and David smoked turkey […]

Published
1991

14. Where's the beef and other case histories

Subjects
Office equipment and supplies industry -- Marketing, Floor coverings industry -- Marketing, Sales promotions -- Innovations, Incentives (Business) -- Case studies, Tibbals Flooring Co. -- Marketing, Toshiba Corp. -- Marketing
Abstract

Where's the Beef And Other Case Histories Typically, stories about successful incentive programs talk about the use of glamorous prizes--trips to exotic locales, fancy and fanciful electronics, perhaps even rare […]

Published
1990

16. Lanier stages a shopping spree; something for field managers

Author

Travis, Larry

Subjects
Sales management -- Competitions, Incentives (Business) -- Case studies, Harris Corp. Electronic Office Systems Div. -- Marketing
Abstract

LANIER STAGES A SHOPPING SPREE Motivating field sales managers is a real challenge, so when we decided to undertake that task, we knew that something unusual was in order. Instead […]

Published
1986

20. How Micom starts the action; distributors hunt a fortune

Subjects
Sales promotions -- Case studies, Incentives (Business) -- Case studies, Computer peripherals industry -- Marketing, David Andrews and Associates -- Contracts, MICOM Systems Inc. -- Marketing
Abstract

HOW MICOM STARTS THE ACTION Many computer-related companies last year faced declining sales because of an industry slump. It was truly a challenge finding ways to keep salespeople and distributors […]

Published
1986

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