Dictionary of Marketing Terms: push incentives
push incentives
compensation, usually in the form of money, offered to retail salespersons to push the sale of a particular product; also called spiffs. For example: A salesperson in the leather goods department of a retail store may suggest a leather cleaner when completing the sale of a pair of leather gloves or a pocketbook. For each bottle of leather cleaner sold, the salesperson may receive a 25- to 50-cent spiff. Generally, spiffs are offered by the manufacturer, but they may also be offered as sales incentives by the head of a chain of stores or the management of a department store.
