Today we continue our talk on Sales Force Management and we talk about Deciding the size of the Sales Force Team.
Deciding the size of the Sales Force:-
Under this activity management need to determine how many number of sales man required meeting sales volume and profit objectives. If a company has too few sales persons, opportunity for sales and profits go unexploited, and if it has too many, excessive expenditure for personal selling reduce net profit. It is difficult perhaps impossible to determine exact number of salespersons that a particular company should have. Three basic approaches are used in approximating the sales force size they are:
- Workload Method
- Sales Potential Method
- Incremental Method