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Sales Force & Market Research

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1) How can an organization determine if its sales force is the right size?
2) What research methods can be used to determine potential sales?
3) What are the benefits of external versus internal market research?

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Solution Summary

Market research and sales force for organizations are discussed. The benefits of external versus internal market research are given in the solution.

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1) How can an organization determine if its sales force is the right size?
One approach is the profitability approach. If the profitability of a sales territory is comparable to the profitability of the sales territories in other areas, the size of the sales force is appropriate. Another approach is to observe the performance of average sales persons. If reasonable sales targets are set and most sales persons far exceed their targets, the sales force size is lower than what is required. The third method is to use ...

Solution provided by:
Hatim Baxamusa, MBA
Education
  • BSc , University of Calcutta
  • MBA, Eastern Institute for Integrated Learning in Management
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