Abstract
While the sales conference can be a major, occasional or annual means of communicating with sales people, contests and incentives can be frequent and continuous forms of communication. They are also 100% participatory, and they are linked to control of the sales force and to the achievement of sales targets.
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References
BPMA News bi-monthly, British Promotional Merchandise Association, Maidstone.
Promotion Marketing monthly, Patey Doyle (Publishing), Dartford.
PIP Price Guide twice yearly, Organised Business Data Ltd., 14 Tilehouse Street, Hitchin, Herts, SG5 2DU.
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© 1990 Frank Jefkins
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Jefkins, F. (1990). Sales Contests and Incentives. In: Modern Marketing Communications. Springer, Dordrecht. https://doi.org/10.1007/978-94-011-6868-7_10
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DOI: https://doi.org/10.1007/978-94-011-6868-7_10
Publisher Name: Springer, Dordrecht
Print ISBN: 978-0-216-92694-3
Online ISBN: 978-94-011-6868-7
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