Cole National Corp.: Turnover Harvard Case Solution & Analysis

Manager Consumer Products Cole National Corporation sells keys, pocket knives and plastic letters, numbers and symbols to 56,000 retailers, who then sell them to consumers. The case describes the marketing strategy Cole, sales, circulation problems, and a typical call sales models. The question in that case as management sees it, either to reduce turnover in Salesforce or change the marketing strategy of the company. Rewritten version of the previous two cases. "Hide
by Frank V. Cespedes Source: Harvard Business School 27 pages. Publication Date: September 15, 1989. Prod. #: 590031-PDF-ENG

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