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PART I: What other incentives would assist the company in motivating the sales staff?

PART II: HR Perspective: Awarding Points for Staff Efforts

One incentive means that is widely used is award points where employees can get point-based incentive awards in addition to their pay. One example is a Hawaiian hospital where employees who request night shifts or eight-hour days get awarded extra award points in addition to their pay. The points can be used for gasoline cards, tuition benefits, gift cards, and other awards. The impact of this system for the hospital is that about 70% of the firm's unfilled shift hours are being covered by employees who get the point-award incentive.

Question for Discussion

Why do you think the award points system is successful?

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