Sizing the Selling Organization

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Chapter Chapter 7 in Sales Force Design For Strategic Advantage, 2004, pp 215-268 from Palgrave Macmillan

Abstract: 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 (search for similar items in EconPapers)
Date: 2004
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-51492-8_7

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DOI: 10.1057/9780230514928_7

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