Sales Force Size 18-11 >S.F.--company's most productive and expensive assets. >S.F.have been shrinking in size because of: Advances in selling technology 。Recent merger mania. Companies use some form of workload approach to set sales force size: Group accounts into different size classes How many people are needed to call on them. 制卧价蜀易大学 国际商学院市场营销学系Sales Force Size ¾ S.F. -- company ’s most productive and expensive assets. ¾ S.F. have been shrinking in size because of: • Advances in selling technology • Recent merger mania. ¾ Companies use some form of workload approach to set sales force size: • Group accounts into different size classes • How many people are needed to call on them. 18 －11 18 －11