一個良好的業務員報酬制度, 除吸引優秀人才前來服務外, 並
可減低業
務員的流動率, 使其格外的認真去達成公司所欲達成的目標, 但是要制定
這
樣的制度不是一件容易的事, 但也成為其重要的一課題。
本文就下列問題提出探討與研究：
一、以廠商追求利潤最大化的立場, 對純薪制、純佣制及混合制做簡易的
數
學公式推演, 除加強理論的證明外, 並提出廠商在應用時之參考。
二、採用代理理論的架構討論業務員報酬制度最適化的問題, 但區分成單
層
與雙層代理關係, 並加入協調努力的投入因素, 了解有關誘因與非誘因的
變
化情況。
三、對逐漸受重視的團隊銷售, 提出一套有關理論與模式的建構。
本文經過研究探討, 發現有下列的成果：
一、產品價格彈性的強弱與業務員報酬制度中薪資, 或佣金率的調整有密
切
的關係存在。但在混合制中無法區分二者的調幅, 改用其他靜態數學式,
加
入機會成本、配額、產品毛利等變數分析後, 發現其中有許多是以往學者
用
深奧的數學公式方能求出的結果, 另外有一些是以往學者未提到的發現。
二、將代理問題區分成單層與雙層代理關係探討業務員報酬制度制定問題
後
, 發現協調努力的投入, 對業務員推銷努力與廠商利潤的增加均有正面的
影
響作用。
三、本文探討有關團隊銷售報酬模式建立問題。研究發現團體獎金的發放
及
協調努力的增加, 均對團隊銷售的報酬制度的訂定發生影響作用。

A good compensation plan should help attract and keep
good people in the firm. The plan should be designed to
reward each salesperson with in a good working environment
as well as to monitor and direct his efforts. It is very
important but not easy task. This paper should provide
the following research objectives : 1. A simple
mathematical model is designed to express the relation
in the straight salary plan, the straight commission plan and
the combination plan. We provided the principle for the firm.
2. We distinguished the two levels from the agency theory.
What are happened after adding the effort of
coordination in the compensation plans? 3. To
provide an operational procedure to define the theory and
model of the team selling. Some conclusions were derived
from the model 1. There are close relations between the
price elasticity and the base pay or commission
rate. But it is not clear in the combination plan,
we find to use another simple mathematical model,
and to add other factors such as opportunity cost, quota,
gross margins etc. Some of it was found by the past researchers
to use complex mathematics, another of it was not found by them.
2. We used the concept of two levels in the agency relations
for the sales force compensation plans. When the firm to
devote the effort of coordination, it will be made a
positive influence for the effort of sale and the firm''s
profits. 3. We found the firm to add the rate of the
team bonus and the effort of coordination, it will be
helpful to design a good compensation plan.