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ZS Associates: Sales Force Sizing Case Solution & Answer

This case describes a consulting firm that helps a drug company faces a strategic question about how to determine the size of its sales force. An Excel file containing two cases exhibit is included and is available by contacting [email protected] A technical note entitled “Note on the abuse of power of sale” (UVA-M-0746) is available that describes various methods can be used to the size of a sales force, the advantages of each approach and weaknesses are discussed.
by
Robert E. Spekman,
Sameer Kumar,
Arya Kalla
Source: Darden School of Business
7 pages.
Release: Aug 29, 2007. Prod #: UV0895-PDF-ENG
ZS Associates: Abuse Case Solution Sales Force

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