Equalized Workload Method
Marketing dictionary
Equalized Workload Method
A method of determining sales force size that is based on the premise that all sales personnel should have an equal amount of work. The method requires that management estimate the work required to serve the entire market. The total work calculation is typically treated as a function of the number of accounts, the frequency with which each account should be called on, and the length of time that should be spent on each call. This estimate is then divided by the amount of work an individual salesperson should be able to handle to determine the total number of salespeople required.
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