This note describes several approaches to a size could use to have a sales force. It is aimed at the benefits of each approach as well as the weaknesses. The event, entitled “Z Associates dimensioning of the Sales Force” provides a real example of a company trying to choose the right approach, and an additional Excel file for students.

This note describes several approaches to a size could use to have a sales force. It is aimed at the benefits of each approach as well as the weaknesses. The event, entitled “Z Associates dimensioning of the sales force.” A real example of a company trying to choose the right approach, and an additional Excel file for students
This is a Darden case study.
«Hide

from
Robert E. Spekman,
Sameer Kumar,
Arya Kalla
Source: Darden School of Business
11 pages.
Publication Date: Aug 29, 2007. Prod #: UV0744-PDF-ENG
A note about sizing the sales force HBR case solution