本文通过对现行汽车销售网络中计划销售量确定方法的分析 ,指出由于信息的不对称以及“棘轮效应”的存在 ,销售总公司与分销中心在确定计划销售量时 ,必然会陷入“骑马比慢”的困境。而打破这一困境的有效方法便是“换马” ,即两者互换角色 ,并通过适当的激励手段 ,引导分销中心经理报出一个他通过努力能够完成的最高销售量 Based on the analysis of the planned sales volume in the current automobile sales network, this paper points out that due to the asymmetric information and the ratchet effect, the sales head office and distribution center will inevitably fall into the category of “ ”The predicament. An effective way to break this dilemma is to “change horses”, that is, to exchange roles between the two and, through appropriate incentives, guide the distribution center manager to quote a maximum sales volume that he can work hard to accomplish