产品销售相关环境下的提成率研究

以往多产品销售的最优提成率研究多基于多产品销售相互独立的假设之上。本文将一种多产品销售的合同模型拓展到产品销售相互影响的环境中,对不同的销售相关性情况下销售提成率的设置进行了分析,推出了不同情况下各产品提成率之间的关系特点和指导性结论。最后研究了当厂商兼顾短期利润和长期利润时对主副产品销售提成率的影响,提出了根据产品所处生命周期的不同阶段,用价值权重向量来动态调整、优化负责销售主、副产品的销售人员薪酬合同参数设计的方法。

Research on the Commission Rates of Compensation Plan for Multi-product Sales Force under Relatively Dependent Sale Situation

Traditional researches on the optimal commission rates of compensation plan for multi-product sales force are mainly based on the assumption of relatively independent sale situations.This paper develops a multi-product sales force contract model,which can be used to study the effect of interactions among products on the compensation plan.The setting of the optimal commission rates across products under different sale interaction conditions is discussed,and the features of their relationships among the products are derived,from which some instructive conclusions are drawn.The design of product commission rates of prime product and byproduct according to their different phases in product life cycle when the firm takes long term profit into account is also discussed.