Sales force size - Marketing Management

Calculating optimum sales force size is a sales management task. Account must be taken of:

  1. the firm’s financial resources;
  2. the number of customers to be reached;
  3. the average number of calls required per customer, per week, per month;
  4. the average number of calls that can be made by a salesperson in a given period;
  5. distribution policy of the firm i.e. whether the company operates a policy of exclusive, selective or mass (intensive) distribution.

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