{'fraction_non_alphanumeric': 0.017654476670870115, 'fraction_numerical': 0.0, 'mean_word_length': 5.6722689075630255, 'pattern_counts': {'":': 0, '<': 0, '<?xml version=': 0, '>': 0, 'https://': 0, 'lorem ipsum': 0, 'www.': 0, 'xml': 0}, 'pii_count': 0, 'substrings_counts': 0, 'word_list_counts': {'cursed_substrings.json': 0, 'profanity_word_list.json': 0, 'sexual_word_list.json': 0, 'zh_pornsignals.json': 0}}
Sales Force Structure: A Review

This paper summarises significant developments in research in the sales force structure domain for the facilitation of impactful problem-driven research in the future. The decision-making choices in sales force structuring from the perspective of the salesperson are reviewed, and also
 specialisation, coordination and control. The impact of stage of the firm and its geographical/cultural context on sales force structure is also explored. The paper culminates with hypotheses around the impact of sales force structuring choices with respect to specialisation, generalisation,
 formalisation and control on organisational performance, after incorporating the moderating elements related to the growth stage of the firm and the geographical/cultural context.