Manac Systems International is facing a decision on how best to sell one of its computer software product line of small law firms. Last Manac focused on traditional approaches, personal selling in the market of software products that have worked for minicomputers IBM. With the advent of more powerful microcomputers, they now have the opportunity to market a new line of software products and have to decide how to sell. If they rely on personal sales channels or to invest heavily in a variety of marketing programs, advertising, toll-free telephone line, and a money back guarantee to get a small law firms to order the software directly from Manac? "Hide
by Thomas J. Kosnik Source: Harvard Business School 18 pages. Publication Date: 08 Oct 1986. Prod. #: 587076-PDF-ENG
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