ZS Associates: Sales Force Sizing
Spekman, Robert E....
ZS Associates: Sales Force Sizing
Spekman, Robert E.; Kumar, Sameer; Kalla, Arya
M-0745 | Published August 29, 2006 | 6 pages Case
Collection: Darden School of Business
Product Details
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.
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