英文部分不知道属于杂志、图书还是期刊等，没法改，请作者修改

[1]安吉斯·索特纳斯.激励销售员不能只靠钱[G].哈佛商业评论, 2015-4：74-76.

[2]道格·郑.销售团队激励新法则[G].哈佛商业评论, 2015-4：50-56.

[3]国家统计局, 中国统计年鉴2021, http://www.stats.gov.cn/tjsj/ndsj/2021/indexch.htm

[4]马克·多诺罗.销售绩效与薪酬奖励体系设计全书[M].北京: 中国人民大学出版社, 2018.

[5]马克·罗贝热.巧用佣金配合战略[G].哈佛商业评论, 2015-4：66-71.

[6]V. 库马尔,沙朗·桑德,罗伯特·雷昂内.谁是真的明星销售[G].哈佛商业评论, 2015-4：58-64.

[7]奚恺元.别做正常的傻瓜[M].北京: 机械工业出版社,2006.

[8]Adam Vasquez and Heather Wadlinger, “Millennial B2B report”, Merit, 2016.

[9]Andris A. Zoltners, Parbhakant Sinha and Sally E. Lorimer, “Breaking the sales force incentive addiction: a balanced approach to sales force effectiveness”, Journal of Personal Selling & Sales Management, 32(2), p171–186, 2012.

[10]Andris A. Zoltners, Parbhakant Sinha and Sally E. Lorimer, The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work, New York: AMACOM, 2006.

[11]Arnau Bages-Amat, Liz Harrison, Dennis Spillecke and Jennifer Stanley, “These eight charts show how COVID-19 has changed B2B sales forever”, McKinsey, 2020.

[12]Craig Riley and Shayne Jackson, “Virtual selling’s long-term impact on field sales Deployments”, Gartner, 2021.

[13]David J. Cichelli, Compensating the Sales Force, A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition, New York: McGraw Hill, 2017.

[14]Doug J. Chung, Byungyeon Kim and Niladri B. Syam, A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future? Hanover, MA: Now Publishers, 2020.

[15]Doug J. Chung, Thomas Steenburgh and K. Sudhir, “Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans”, Marketing Science 33 (2), March–April, p165–187, 2014.

[16]Forrester, “The rise of revenue operations”, Forrester, 2021.

[17]Gabe Larsen, “The state of sales development”, https://www.slideshare.net/GabeLarsen/state-of-sales-development-2017, 2017

[18]Homayoun Hatami, Isabel Huber, Vinay Murthy and Candace Lun Plotkin, “Sales incentives that boost growth”, https://www.mckinsey.com/business-functions/growth-marketing-and-sales/our-insights/sales-incentives-that-boost-growth, 2018.

[19]Homayoun Hatami, Maria Valdivieso and Thomas Baumgartner, “Why salespeople need to Develop machine intelligence”, https://hbr.org/2016/06/why-salespeople-need-to-develop-machine-intelligence, 2016.

[20]Incentive Research Foundation, "Establishing the intangible, non-financial value of awards programs”, 2018.

[21]Jason Jordan and Michelle Vazzana, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, New York: McGraw Hill, 2011.

[22]Jason Jordan and Robert Kelly, “Companies with a formal sales process generate more revenue”, https://hbr.org/2015/01/companies-with-a-formal-sales-process-generate-more-revenue, 2015.

[23]Jeron Paul, “Data-driven commissions: the easiest way to grow your company sales by 20%”, https://spiff.com/blog/data-driven-commissions-the-easiest-way-to-grow-your-companys-sales-by-20/

[24]Kron Ferry, “The 2021 buyer preferences study: reconnecting with buyers”, 2021.

[25]Lance Berger and Dorothy Berger, The Compensation Handbook. A State-of-the-Art Guide to Compensation Strategy and Design, 6th Edition, New York: McGraw-Hill, 2015.

[26]Lisa Donchak, Julia McClatchy and Jennifer Stanley, “The future of B2B sales is hybrid”, https://www.mckinsey.com/business-functions/growth-marketing-and-sales/our-insights/the-future-of-b2b-sales-is-hybrid?cid=eml-web, 2022.

[27]Mike Schultz, Dave Shaby, and Andy Springer, “Virtual Selling Skills & Challenges: Buyers Share Where Sellers Are Succeeding & Failing”, RAIN Group, 2020.

[28]Modern Sale Pros and Concert, “How to create better comp plans in 2021”, 2021.

[29]Rachel Diebner, Elizabeth Silliman, Kelly Ungerman and Maxence Vancauwenberghe, “Adapting customer experience in the time of coronavirus”, https://www.mckinsey.com/business-functions/growth-marketing-and-sales/our-insights/adapting-customer-experience-in-the-time-of-coronavirus, 2020.

[30]Sales Executive Council, “Shifting the performance curve: exporting high-performance sales disciplines to the core”, 2003.

[31]Salesforce, “Why 79% Of Sales Pros Say Success Is More than Closing the Deal”, https://www.salesforce.com/news/stories/future-of-sales-research-2022/, 2022.

[32]Salesforce, “State of the Connected Customer”, 2020.

[33]Sales Management Association, “Managing sales compensation”, 2018.

[34]Sales Management Association, “Performance measurement trends in sales organizations”, 2020.

[35]Sales Management Association, “Sales planning practices”, 2022.

[36]Sales Management Association, “Sales organizations’ total compensation practices”, 2019.

[37]Stephanie Mialki, “60 Software Automation Statistics Every Digital Advertiser Must Keep in Mind for Their Campaigns”, https://instapage.com/blog/automation-statistics, 2021.

[38]Steve Herz, “3 keys to changing sales compensation plans during coronavirus disruption and economic uncertainty”, Gartner, 2021.

[39]Thomas Steenburgh and Michael Ahearne, “Motivating salespeople: what really works”, Harvard Business Review, July–August, p70-75, 2012.

[40]Worldatwork, Certified Sales Compensation Professional (CSCP)® body of knowledge, https://worldatwork.org/certification/certified-sales-compensation-professional-cscp/

[41]Worldatwork, “2021 sales compensation programs and practices”, August 2021.

[42]Worldatwork, “Return on sales expenses”, July 2021.

[43]Worldatwork, “Sales compensation in a COVID-19 world”, April 2020.

[44]Worldatwork, The WorldatWork Handbook of Total Rewards: A Comprehensive Guide to Compensation, Benefits, HR & Employee Engagement, 2nd Edition, Hoboken, NJ: Wiley, 2021.

[45]Xactly, “The 2019 Sales Compensation Administration Best Practices Study”, 2019.