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Sales people should make additional efforts in order to attract new distributors from the parts of the market that have not been served by WICS until now. This means that the Area Managers should do extensive hard work of searching for new potential DSS’s and managing to persuade them to sell WICS products. The practices of spending 80% of the time on retaining existing customers that the area managers had by now should change and the time spent on acquiring customers should face a mayoral increase. If the PLC theory is looked at then the products of WICS could be defined as in the mature stage’ somewhere toward the end of the product life cycle curve...
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