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Published in:
2004 | OriginalPaper | Chapter
Sizing the Selling Organization
Authors : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Published in: Sales Force Design For Strategic Advantage
Publisher: Palgrave Macmillan UK
Included in: Professional Book Archive
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Every sales force has a size, defined by the number of salespeople. That size changes over time as the company evolves its products and adapts to different market conditions. Companies use many different rules and approaches to determine the size of their sales force. Some of these rules and approaches often lead to poor decisions. Do any of these examples sound familiar?