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Sizing the Selling Organization

In: Sales Force Design For Strategic Advantage

Author

Listed:
  • Andris A. Zoltners
  • Prabhakant Sinha
  • Sally E. Lorimer

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?

Suggested Citation

  • Andris A. Zoltners & Prabhakant Sinha & Sally E. Lorimer, 2004. "Sizing the Selling Organization," Palgrave Macmillan Books, in: Sales Force Design For Strategic Advantage, chapter 0, pages 215-268, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-51492-8_7
    DOI: 10.1057/9780230514928_7
    as

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