Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes. Award programs can be styled to suit a variety of sales objectives

List and describe four possible objectives.

1. Percentage sales increase. Sales levels can be established with points that are given only when those levels are reached.
2. Establish new accounts. A block of points can be awarded for opening a new account or for introducing new products through the existing outlets.
3. Specific product movement. Bonus points can be given for the sales of certain items during specified "push" selling periods.
4. Increased sales activity. For each salesperson, points can be awarded based on the number of calls.