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Reward salespeople with prizes, not cash

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in Leaders & Managers,Workplace Communication

Merchandise motivates sales staff more than cash because it offers "trophy value," a constant reminder of the achievement, says a new Incentive Federation survey of executives from small and large businesses. The survey says salespeople remember merchandise longer, and they prefer it because they receive things they typically wouldn't buy for themselves. Gift certificates, apparel, watches and clocks are the top gifts. The average cost of a sales-staff merchandise award is $566.

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