中文摘要：

销售渠道在企业与消费者之间扮演着重要的桥梁作用,销售人员的销售能力和销售努力等信息均为其私有而不为企业所共知时,企业如何甄别其真实能力信息并对其销售努力实施有效激励是个重要问题.针对上述问题,给出了基于线性合约的双目标混合激励模型,通过模型求解得到并刻画了最优合约的3个特征.首先,为辨别高能力类型与普通能力类型这两种不同类型的销售人员,企业可以提供两种不同的合约并根据销售人员对合约的不同选择来推断其真实能力.其次,企业可以对合约中的固定工资与提成比例进行适当配置,以激励他们提高销售努力.最后,企业还可以根据自己对劳动力市场的先验知识来调整合约参数,以最大化自己的期望收益.

英文摘要：

Because the distribution channel acts as an important bridge between the firms and the customers,a key question is how a firm can screen the true capability of its salesmen and provide incentives to make them work hard while the sales capability and sales efforts are both of their private information.In this paper,to solve the above problem a bi-objective model is developed based on the linear contract,and then three main findings are obtained by analysis of the model.First,to screen the true capability of the salesmen,the firm can offer them a menu of contracts and then conclude their types according to their selection.Second,to motivate them to offer the relatively high sales effort,the firm can make an appropriate arrangement for the parameters of the contract such as fixed salary and the sharing.Finally,to maximize the expected profits the firm can adjust the contract parameters according to his prior knowledge about the labor market.