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Match Your Sales Force Structure to Your Business Life Cycle (Spanish version)
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.Article HBS-R0607FMarketingthe differing roles that internal salespeople and external selling partners should play, the size of the sales force, its degree of specialization, and how salespeople apportion their efforts among different customers, products, and activities. These variables are critical because they determine how quickly sales forces respond to market opportunities, influence sales reps' performance, and affect companies' revenues, costs, and profitability. I...Starting at €8.20
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Soom Foods: Zooming Out for A Booming Supply Chain
Neha Mittal; Sheri Lambert; Sara HonovichCase IVEY-W27963-EMarketing, StrategyFounded in 2013 by sisters Shelby, Jackie, and Amy Zitelman, Philadelphia-based Soom Foods (Soom) aimed to educate US consumers on tahini and make the product a staple in US pantries. By 2021, the business had grown into a multimillion-dollar revenue company and had achieved national distribution through an omni-channel sales effort. However, Soom’s reliance on the single-source Ethiopian Humera sesame seed to prepare its high-quality tahini had ...Starting at €8.20