Match Your Sales Force Structure to Your Business Life Cycle - A company must consider and alter different aspects of its sales force structure as the business moves through start-up, growth, maturity, and decline, just as it matches customer strategy to the life cycle of a product.
Year of publication: |
2006
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Authors: | Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E. |
Published in: |
Harvard business review : HBR. - Boston, Mass : Harvard Business School Publ. Corp, ISSN 0017-8012, ZDB-ID 23826. - 2006, p. 80-89
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