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Erschienen in:
2004 | OriginalPaper | Buchkapitel
Sizing the Selling Organization
verfasst von : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Erschienen in: Sales Force Design For Strategic Advantage
Verlag: Palgrave Macmillan UK
Enthalten 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?