What are the different incentive schemes for salesman in B 2 B marketing of Capital Equipment?

recommend two general sources to get you started: The New Conceptual Selling is the best sales management book I've found, and salary.com gives you an idea of what the total compensation package should look like in your area.

To find the specific information, invest an afternoon and $30 at Harvard Business Press. Look for articles and cases (with teacher's guides) on sales management and incentive programs. There are usually a few classes periods devoted to incentive programs in any good MBA program, so HBP will not let you down there.

If all else fails, the strategy consulting firms (McKinzie, BCG, and Bain) will have articles (for free or fee) that will address what you are looking for.