Sales Force Design For Strategic Advantage pp 215-268 | Cite as
Sizing the Selling Organization
Chapter
Abstract
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?
Keywords
Market Segment Sales Force Customer Segment Strategic Advantage Selling Organization
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.
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Copyright information
© Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer 2004