Recommend

Although the company's sales force has significant strengths to build upon, substantial efforts will be required near term to ensure future competitive viability

Increases in sale force manpower are required to increase sales call capacity and meet intensified competition

Specialized attention is necessary to improve competitive position in the segment of headquarters buying offices

Field representatives may not be allocating their time optimally to achieve maximum sales potential

Merchandizing requirements and the need for additional selling capacity dictate the necessity for specialized merchandize sales agents

Significant manpower increases will require the formation of additional districts and management levels

A formal field strategy is needed to provide direction to field personnel

Standardized quantitative measures are needed to guide and evaluate sales resources