ZS Associates: Sales Force Sizing

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

Marketing

This case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled "A Note on Sizing the Sales Force" (UVA-M-0746) is available that describes several approaches one could employ to size a sales force; it addresses the advantages of each approach as well as the weaknesses.

Collection: Darden University of Virginia (USA)

Ref: DARDEN-M-0745-E

Format: PDF

Number of pages: 6

Publication Date: Aug 29, 2007

Language: English

Review date: Jun 4, 2012

Description

Industry Setting: Pharmaceuticals/Biotechnology/Health Care

ZS Associates: Sales Force Sizing

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ZS Associates: Sales Force Sizing

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ZS Associates: Sales Force Sizing

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