This case describes a consulting firm that assists pharmaceutical companies, as it faces the strategic question of how to determine the size of its sales force. File Excel, containing two cases exhibits included, please contact sales@dardenbusinesspublishing.com. Technical note entitled "Special Note Sales Force" (UVA-M-0746) is available that describes a number of approaches could be used for the size of sales, calls the benefits of each approach, as well as weaknesses.
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by Robert Spekman, Samir Kumar, Arya Calla Source: Darden School of Business 7 pages. Publication Date: August 29, 2007. Prod. #: UV0895-PDF-ENG
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