Solved Case Analysis: ZS Associates: Sales Force Sizing by Robert E. Spekman, Sameer Kumar, Arya Kalla

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Description

This case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled “A Note on Sizing the Sales Force” (UVA-M-0746) is available that describes several approaches one could employ to size a sales force; it addresses the advantages of each approach as well as the weaknesses.

Publishing Authority:

Darden Business Publishing – University of Virginia

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