A Note on Sizing the Sales Force

By Spekman, Robert E. / Kumar, Sameer / Kalla, Arya

Marketing

This note describes several approaches one could employ to size a sales force. It addresses the advantages of each approach as well as the weaknesses. The case entitled "Z Associates: Sizing the Sales Force" (UVA-M-0745) provides a real-world example of one company's attempt to select the correct approach, and includes a supplemental Excel file for students.

Collection: Darden University of Virginia (USA)

Ref: DARDEN-M-0746-E

Format: PDF

Number of pages: 11

Publication Date: Aug 29, 2007

Language: English

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A Note on Sizing the Sales Force

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A Note on Sizing the Sales Force

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A Note on Sizing the Sales Force

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