(1) 針對銷售激勵制度，請提出三項改善建議，可從獎酬設計、目標設定、職涯與能力發展切入(5 分)。

題組內容

第四題【25 分】請詳讀案例後回答問題 G 公司為一家大型民生消費品企業，主要產品包括飲料、清潔用品與食品等，銷售通路涵蓋量販店、超市、便利店與電商平台。因市場競爭激烈，公司近年表現停滯，銷售部門面臨以下困境：

◼ 銷售人員抱怨目標設定不合理，對業績獎金制度缺乏信任感。
◼ 新產品推廣速度不如預期，不同通路的銷售策略不一致，導致績效落差大。
◼ 部門主管多偏重「達成數字」，忽略季度回饋、輔導與團隊支持。
◼ 現有績效指標過度強調「業績量」，較少評估通路開發、客戶關係管理等質化指標。
◼ 流動率偏高，新進業務普遍反應缺乏明確的學習與晉升機制。
請回答下列問題：

詳解 (共 2 筆)

whappy501

詳解 #7269263

2025/12/30

針對 G 公司的銷售激勵...

(共 368 字，隱藏中）

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Andra

詳解 #7611016

2026/10/20

針對銷售激勵制度，從獎酬設計、目標設定與...

(共 684 字，隱藏中）

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IV. 摘要寫作 (20%)下列信函 (詳見下頁) 為1975年美國參議員 Adlai (E) Stevenson 寫給美國住宅與城市發展部 (縮寫為 HU(D)部長 Carla A. Hills 的一封法規修正要求函。請 (a) 以英文 (b) 在一個段落以內、(c) 以不超過 100 個英文字摘要該信函主要內容。除專用語外，抄襲該函用字比例超過一半以上，本題不予計分，其餘按比例酌予扣分。[本大題請於答案卷作答] U.S. Senate Committee on Banking, Housing and Urban Affairs Washington, D.C. May 24, 1975 Hon. Carla A. Hills U.S. Department of Housing and Urban DevelopmentWashington, D.C. Dear Secretary Hills, I'm writing to request correction of a serious deficiency and apparent illegality in HUD's implementation of section 518(b) of the National Housing Act. Section 518(b) provides for the correction of serious defects in existing homes insured under sections 203 and 221 of the National Housing Act.As you know, when section 518 was amended last year to expand its coverage, it was also amended to limit its geographic scope to homes located in an "older declining urban area" in order to concentrate resources where the need is greatest. Yet HUD has arbitrarily defined an older declining urban area as a census tract within an SMSE [Standard Metropolitan Statistical Area] or a neighborhood within a community with a population of 25,000 or more "which is comprised predominantly (50% or more) of dwellings built prior to 1940." Such a test, based as it is solely on the age of the housing stock, without any foundation in the law, is contrary to legislative history and public policy, and has the effect of excluding home owners who were intended to be covered by the law. While the phrase "older declining urban area" is not defined for purposes of section 518, its origin is an identical phrase in section 223 (e) of the National Housing Act. Section 223 (e) was enacted in 1968 in order to provide mortgage insurance for reasonably viable but marginal areas in the inner city in order to prevent and arrest the process of decay. But under HUD's own regulations, the availability of mortgage under section 223 (e) is not governed by whether 50% or more of the housing in the area was built prior to 1940. Indeed such a rigid and arbitrary standard would have been contrary to the purpose of the law and would have seriously impaired the program. Instead, section 223 (e) is intended to be used flexibly in order [to] make mortgage insurance available in areas which might not otherwise satisfy eligibility standards regardless the age composition of the housing stock.It is, accordingly, manifestly improper to apply a different standard for purposes of section 518(b). I, therefore, strongly urge a revision of applicable HUD regulations and a concerted effort on HUD's part to fulfill the purposes of the law. Sincerely, Adlai E. Stevenson

題組內容

(1) 針對銷售激勵制度，請提出三項改善建議，可從獎酬設計、目標設定、職涯與能力發展切入(5 分)。

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