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Case
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Reference no. 9-583-068
Subject category: Marketing
Authors: John A Quelch (Harvard Business School); Alice M Court (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 25 June 1985
Length: 20 pages
Data source: Field research
Topics: Advertising; Communication; Consumer marketing; Personal selling; Sales management
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Abstract

Marketing executives at the company are considering the merits of a variety of communications programs designed to increase the effectiveness of the company''s sales force of beauty consultants.
Location:
United States
Industry:
Cosmetics
Size:
Mid-size, USD240 million sales
Other setting(s):
1982
Teaching note
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Reference no. 5-583-065
Subject category: Marketing
Authors: John A Quelch (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 28 August 1985
Length: 12 pages
Data source: Field research
View full details

About

Abstract

Marketing executives at the company are considering the merits of a variety of communications programs designed to increase the effectiveness of the company''s sales force of beauty consultants.

Settings

Location:
United States
Industry:
Cosmetics
Size:
Mid-size, USD240 million sales
Other setting(s):
1982

Related

Teaching note
-
Reference no. 5-583-065
Subject category: Marketing
Authors: John A Quelch (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 28 August 1985
Length: 12 pages
Data source: Field research
View full details