Wonder what motivates your Avon rep to push those face creams and foot scrubs? We asked Janet Black, executive director, sales programs, at the New York corporate headquarters about the role of incentives in the company's direct selling strategy. Although the vast majority of Avon's 650,000 reps are content with free products and discounts as their rewards, once sellers reach the stratosphere of Avon's incentive structure, they're guaranteed a minimum of 40 percent commission on all orders ...

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