This case describes a consulting firm that provides support for a pharmaceutical company as a strategic issue is how to determine the size of its sales force faces. An Excel file with two of the exhibits case 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 various approaches to a size could use to a field, it discusses the advantages of e … Read more »

This case describes a consulting firm that provides support for a pharmaceutical company as a strategic issue is how to determine the size of its sales force faces. An Excel file with two of the exhibits case 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 various approaches to a size too could use to have a sales force, it discusses the advantages of each approach as well as the weaknesses <. br />
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from
Robert E. Spekman,
Sameer Kumar,
Arya Kalla
Source: Darden School of Business
7 pages.
Publication Date: Aug 29, 2007. Prod #: UV0895-PDF-ENG
ZS Associates: sales force sizing HBR case solution

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