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Abstract

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.
Case
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Reference no. UVA-M-0745
Subject category: Marketing
Authors: Robert E Spekman (Darden School of Business, University of Virginia); Sameer Kumar (Darden School of Business, University of Virginia); Arya Kalla (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2006
Version: 4 June 2012
Revision date: 1-Nov-2012
Length: 6 pages
Data source: Field research
Topics: Marketing strategy; Sales force management; Sales force design; Business to business marketing
View full details

About

Abstract

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.

Related

Case
-
Reference no. UVA-M-0745
Subject category: Marketing
Authors: Robert E Spekman (Darden School of Business, University of Virginia); Sameer Kumar (Darden School of Business, University of Virginia); Arya Kalla (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2006
Version: 4 June 2012
Revision date: 1-Nov-2012
Length: 6 pages
Data source: Field research
Topics: Marketing strategy; Sales force management; Sales force design; Business to business marketing
View full details