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Главная   Статьи   4.2.1. Реалистичная модель компенсации для отдела продаж

4.2.1. Реалистичная модель компенсации для отдела продаж

Рассказ об эффективной системе компенсации менеджеров по продажам, мы начнем с экономического обоснования представленных гипотез.

Социально эффективный контракт (socially efficient contract)

У нас есть следующие условия:

  • a – это стабильная составляющая зарплаты (оклад);
  • b – это коэффициент, на который умножается количество продаж. Проще говоря, комиссия менеджера с каждой продажи;
  • q, quantity – это количество продаж;
  • d – коэффициент эффективности менеджера;
  • E, effort – это усилия, приложенные менеджером по продажам;
  • U, utility – это выгода (удовольствие), которое получает менеджер. Выгода = доход - усилия, приложенные для получения дохода – факторы риска и неопределенности;
  • r – аверсия риска;
  • k – необозреваемая неопределенность будущего.

Y=a+bq, доход сотрудника

q=dE+ε, где ε является случайной переменной, равной k/2 или –k/2

В удачный месяц, доход сотрудника составляет Y=a+b(dE+k/2)

В неудачный месяц, доход сотрудника составляет Y=a+b(dE-k/2)

C(E)=E2/2 - функция усилий, прилагаемых сотрудником

Чтобы получить полное доказательство, нам нужно найти производные из уравнения

U=Y-C(E)-r(bk)2

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Продолжение...

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