LUPU, Adrian Gelu; LUPU, Felicia Adriana - In: Economia. Seria Management 12 (2009) 1, pp. 98-110
The organisations, like all living organisms, have a lifecycle and undergo very predictable and repetitive patterns of behaviour as they grow and develop. Although companies devote considerable time and money to managing their sales forces, few focus much on how the sale forces needs to change...