ZS Associates: Sales Force Sizing

Darden Business Publishing Cases

ISSN: 2474-7890

Publication date: 20 January 2017


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.



Spekman, R., Kumar, S. and Kalla, A. (2017), "ZS Associates: Sales Force Sizing", Darden Business Publishing Cases. https://doi.org/10.1108/case.darden.2016.000359

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