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Abstract
Practical Parties is a company which has achieved rapid growth since using the Party Plan method to sell mainly glass and china, but growth has faltered recently. The case study can be used to examine any or all of the following: (a) buyer behaviour involved in the Party Plan situation; (b) growth strategies under apparently adverse Product Life Cycle conditions; and (c) motivation and control of a field sales force of 2500 agents.
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Abstract
Practical Parties is a company which has achieved rapid growth since using the Party Plan method to sell mainly glass and china, but growth has faltered recently. The case study can be used to examine any or all of the following: (a) buyer behaviour involved in the Party Plan situation; (b) growth strategies under apparently adverse Product Life Cycle conditions; and (c) motivation and control of a field sales force of 2500 agents.