Measuring Marketing and Sales Success
1. Successfully implemented programs result in measurable results.
2. Price based incentives attract price sensitive buyers
3. Loyal customers will switch to the vendor with the lowest price
4. Create programs that increase profits
5. Profit is the only true measure of success.
6. Most effective programs let people make multiple commitments
Offering Rewards in Sales and Marketing
1. Reward your sales force for expertise
2. Reward your customers for loyalty
3. Reward new customers for saying yes
