设计合理的激励安排制度是化解这种委托代理风险的关键，其中激励机制的设计包含寿险公司对银行的激励安排和银行对银行保险销售人员的激励安排。
Well-designed incentive arrangement is the key to solving this risk. Such incentive mechanism includes both incentive to the bank by the insurer and the bank' s incentive to its sales people.
施韦策和他的同事引用的一个典型例子是2004年一家能源交易公司倒闭的事件，在该公司中，经理们用经济奖励来激励销售人员达到特定的收入目标。
A prime example Schweitzer and his colleagues cite is the 2004 collapse of a energy-trading company, where managers used financial incentives to motivate salesmen to meet specific revenue goals.
图14-6反映了某种经过研究确定的标准对销售人员激励支付的影响的结果。
Figure 14—6 shows the results of one study identifying the criteria used to determine incentive payments for salespeople.
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