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A Note on Sizing the Sales Force
Spekman, Robert E.; Kumar, Sameer; Kalla, Arya
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A Note on Sizing the Sales Force
Spekman, Robert E.; Kumar, Sameer; Kalla, Arya Technical Note M-0746 / Published August 29, 2007 / 11 pages.
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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.




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  • 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