|標題：The optimal compensation for heterogeneous salesforce|
|作品名稱||The optimal compensation for heterogeneous salesforce|
|著者||Chen, Miao-sheng; Chang, Chun-tao|
|出版者||New Delhi: Taru Publications|
|著錄名稱、卷期、頁數||Journal of information & optimization sciences 16(1), pp.101-111|
|摘要||As a member of the heterogeneous salesforce, every salesperson’s demand and sales are both various. A payment may not be satisfactory for all salesmen. Therefore, this paper deals with the problem how a firm designs a compensation plan in order to meet every salesperson’s demand.
We set up a mathematical model, according to the interaction of the distribution of different salesmen, their demand, and a firm’s profits. The model is solved with the optimal control theory and the optimal compensation for heterogeneous salesforce can thus be found. Moreover, we obtain several interesting characteristics from the optimal solution.