In early 1997, Compaq, the world's largest supplier of personal computers (PCs), faced with a growing problem on direct marketing rival Dell Computers. This problem raised two important issues for Compaq CEO Eckhard Pfeiffer Director. First, we must attack the Compaq Dell directly through increased sales through direct marketing channels: Secondly, you should try to improve Pfeiffer support channel for products Compaq, launching joint production programs with leading distributors of "Hide
by Mark Parry Channel: Darden Business School 22 pages. Publication Date: Mar 07, 2000. Prod. #: UV2898-PDF-ENG
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