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Complete Case details are given below :
Case Name : Wright Line, Inc. (A)
Authors : E. Raymond Corey, Constance M. Kinnear
Discipline : Marketing
Case Length : 12 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The Wright Line division of Barry Wright sells accessories used to store, protect, and provide access to computer media such as cards, tapes, and diskettes. With the explosive growth in the business computer market and the pronounced trend toward decentralized use, the market for computer accessories has become considerably fragmented. Wright Line's direct sales force, therefore, is finding it impossible to identify and reach prospective customers. As a proposed solution, Wright Line's president has moved to organize the division sales operations into three units, a direct sales force, a telephone marketing staff, and a catalog sales group.
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