You have no items in your shopping cart.

A Note on Sizing the Sales Force
Spekman, Robert E.; Kumar, Sameer; Kalla, Arya Technical Note M-0746 / Published August 29, 2006 / 11 pages.
Format Price Quantity Select
PDF Download
$6.75
Printed Black & White Copy
$7.00

Product Overview

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.


  • Videos List

  • Overview

    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.

  • Learning Objectives