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Case
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Reference no. IMD-5-0369
Subject category: Marketing
Authors: Michael Hayes (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 1989
Version: 06.03.2003
Length: 14 pages
Data source: Field research
Topics: Sales force management
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Abstract

The case provides background on a number of sales force management issues facing the firm as it modifies its strategy to reflect changes in the fragrances industry and its customers'' buying practices. It can be used to sensitise students to the issues faced by Multi-National Companies and/or require them to develop or consider options to deal with the issues.
Location:
France
Industry:
Fragrances
Other setting(s):
1989
Teaching note
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Reference no. IMD-5-0369-T
Subject category: Marketing
Authors: Michael Hayes (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 1990
Version: 28.03.2003
Length: 8 pages
Data source: Field research
View full details

About

Abstract

The case provides background on a number of sales force management issues facing the firm as it modifies its strategy to reflect changes in the fragrances industry and its customers'' buying practices. It can be used to sensitise students to the issues faced by Multi-National Companies and/or require them to develop or consider options to deal with the issues.

Settings

Location:
France
Industry:
Fragrances
Other setting(s):
1989

Related

Teaching note
-
Reference no. IMD-5-0369-T
Subject category: Marketing
Authors: Michael Hayes (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 1990
Version: 28.03.2003
Length: 8 pages
Data source: Field research
View full details