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Compaq's Salespeople ''Reach for the Stars''

Reseller sales reps earned reward points for sales of Deskpro computers and Proliant service. In addition, management was able to award supplemental points for such goals as increased knowledge retention, add-on sales, and attendance requirements. "Reach for the Stars" was launched at a private party held at Chicago's Planet Hollywood. Celebrity look-alikes welcomed Compaq resellers. Half-hourly drawings were held for such prizes as airline tickets, hotel getaway weekends, and golf clubs. The program set attainable sales goals for the resellers to earn rewards, thus encouraging participation. Merchandise and merchandise certificates from well-known retailers were included in a four-color catalog. As points accumulated, resellers could select individual incentive travel rewards at resort properties around the world. Points could also be redeemed for worldwide travel certificates on United Airlines or American Airlines or on Carnival or Celebrity cruises.