Analysis of Salesmen's Stimulation Intensity and Stimulation Substitution Effects
Lin Hong-xi · Journal of Chongqing University. English Edition · 2004
As the last critical course that realizes the value of enterprises, selling is very important for enterprises to understand the market information and make acute market orientation. It's necessary to stimulate salesmen to work hard. But due to the unsymmetrical character of market information, it's difficult to determine the intensity of the stimulation. This paper analyzes the stimulation intensity using the game theory, and also studies the substitution effects of kinds of stimulation methods. It has important referring value for the effective salesmen management.