This article describes a number of approaches could be used to the size of sales. It discusses the benefits of each approach, as well as weaknesses. The case entitled «Z Associates: Calculating Sales Force" provides a real example of a company trying to choose the right approach, and includes an additional file Excel for students.
This Darden study. "Hide
by Robert Spekman, Samir Kumar, Arya Calla Source: Darden School of Business 11 pages. Publication Date: August 29, 2007. Prod. #: UV0744-PDF-ENG
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