TY - JOUR AB - Summarizes the basic structure of a general multiā€stage salesforce model, and presents experiences in implementing that framework. Discusses the benefits of the use of such a model, and concludes that the key to success for a small company to be based on using subjective estimates of the needs of a firm in the absence of hard data and on operational involvement of decision makers. VL - 19 IS - 5 SN - 0309-0566 DO - 10.1108/EUM0000000004737 UR - https://doi.org/10.1108/EUM0000000004737 AU - Tansu Barker A. PY - 1985 Y1 - 1985/01/01 TI - Implementing a Multistage Salesforce Model in a Small Company T2 - European Journal of Marketing PB - MCB UP Ltd SP - 32 EP - 41 Y2 - 2024/03/28 ER -