Covergirl Opens New Flagship Store Focused on Experiences
Every generation presents new marketing challenges. As consumers flock to online shopping, CoverGirl decided to open their first brick-and-mortar location in Times Square, NY. You…
Chapter 14
Personalized Spam
Personal selling has always had the ability and advantage of tailoring a message for a specific customer. A downside of personal selling is the cost…
Amazon Backing Off Hospital Sales
Amazon is a juggernaut that seems to enter one market after the next. Most of these ventures are successful for the firm but not all…
Wells Fargo Case Raises Ethical Questions for Sales Managers
The real world keeps handing us interesting marketing ethics issues. Yesterday we laid out the Mylan EpiPen case. Today we will try to tackle Wells Fargo’s…
What’s Now? Chapter 14 – A head start on making a great sales force
This article from Harvard Business Review “Great Salespeople Are Born, but Great Sales Forces Are Made,” (May 20, 2016) describes the importance of 1) strategy, 2)…