You have been named the national sales manager of a small distributor that sells products to electronics retailers. You know this is a highly competitive field. You decide you need a reward system for your sales staff in addition to their compensation. You present your idea to the executive vice president of marketing who agrees and asks you to develop a reward program and present it to leadership.
Your presentation must address these elements of your reward plan:
three objectives your plan is designed to accomplish,
the primary elements of your plan—one being a sales contest,
a description of the plan for the salesforce,
the rules for the sales contest (e.g., How will you select the winner or winners? What is the prize?), and
a way to evaluate the effectiveness of the plan.
