How do companies use the workload approach to set sales-force size?
What will be an ideal response?
Sales forces may range in size from only a few salespeople to tens of thousands. Many companies use some form of workload approach to set sales-force size. Using this approach, a company first groups the accounts into different classes according to size, account status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times.
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