Although the appropriate sales organization structure depends on the specific characteristics of a firm's selling situation, research evidence suggests that the structures remain steady as a business goes through its life cycle.

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Research and practical experience suggest that the appropriate sales organization structure can change significantly as a business evolves through its life cycle stages (e.g., startup, growth, maturity, and decline). Different stages may require different sales approaches, strategies, and structures to effectively respond to changing market demands, competition, and internal capabilities.

Although the Appropriate Sales Organization Structure Depends on the Specific