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Complete Case details are given below :
Case Name : Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction
Authors : Frank V. Cespedes, Marie Bell
Discipline : Marketing
Case Length : 20 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The marketing manager for the Imaging Systems business unit (ISY) at Hewlett-Packard Medical Products Group is considering channel strategy and channel management issues raised by the upcoming introduction of a new cardiac imaging product. Product marketing's plans call for the use of indirect distribution channels to enter a new segment; important managers in ISY's direct sales force disagree.
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