Wright Line Inc. (A) Harvard Case Solution & Analysis

Division of Wright Line Barry Wright sells accessories that are used to store, protect and provide access to a computer storage media such as cards, tapes, and floppy disks. With the explosive growth in the business of computers and pronounced tendency to decentralized use of computer accessories in the market has become significantly fragmented. Direct sales of Wright Line, therefore, find it impossible to identify and reach potential customers. The proposed decision, the president of Wright Line moved to the organization of sales operations into three units, direct sales, telemarketing staff and a group of catalog sales. "Hide
by Raymond E. Corey, Constance M. Kinnear Source: Harvard Business School 12 pages. Publication Date: November 14, 1984. Prod. #: 585135-PDF-ENG

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