销售队伍管理中防范道德风险的激励模型

The Stimulation Model on Guarding Moral Hazard For Sales Team Management

销售作为实现企业价值的最后一个关键环节,对企业了解市场信息及实现准确的市场定位将起到至关重要的作用,但在销售队伍的管理过程中,由于市场信息不对称性的存在,导致了销售队伍管理中道德风险的存在,为企业有效地掌握市场信息以及销售人员的真实情况带来了不便。本文从简单到一般,通过设立激励条件,得出最优激励因子(B),对于有效管理销售队伍具有重要的参考价值。

As the last critical course that realize the value of enterprises,selling is very important for enterprises to un-derstand the market information and make acute market orientation.But due to the unsymmetrical character of market infor-mation,the moral hazard in sales team management will be caused,and it is inconvenient for enterprises to master the in-formation about market and the real condition of the sales team effectively.This paper,achieves the optimized incentive factor B by setting up the incentive conditions from simplicity to normality,has important referring value for the effective sales team management.