Provides background on the number of sales force management, facing the firm, as it changes its strategy to reflect changes in the industry of perfumes and practices of their customers to buy. Can be used to attract the attention of students to the issues facing the IOC and / or require them to develop or consider solutions to problems. "Hide
by Michael Hayes Source: IMD 14 pages. Publication Date: 01 January 1989. Prod. #: IMD073-PDF-ENG
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