Академический Документы
Профессиональный Документы
Культура Документы
Those firms that can achieve greater efficiency and effectiveness in the way they
employ, deploy, and allocate resources to their sales forces will emerge as
competitive winners. Among the key decisions that a firm must make lies the question
of how many salespeople are enough. The size of a sales force often needs to
change as companies evolve their products and adapt themselves to different
market conditions.
Data appear to reveal a very strong and positive correlation between sales effort
and revenue.
A good sales force (appropriate structure with correct number of salespeople) can
help a company achieve its strategic objectives. But factors both internal and
external to the firm influence sales force size and at times, companies find that their
sales forces have become too large or too small.