A Winning Formula for Selling to Women Around the World
Avon has come a long way since handing out its first perfume
sample back in 1886. The company, long famous for ringing customer
doorbells, is now the world's largest direct sales
organization--with almost five million representatives in more
than 140 countries.
AVON: Building the World's Premier Company for Women is
the first book ever to show how this cosmetics juggernaut achieved
such incredible success, while revealing secrets any business can
use to effectively market products of all kinds--especially to
women.
Through this entertaining journey, you'll not only learn the
colorful Avon story, but also see how every company, big or small,
can benefit from its unique approach to sales and product
development.
"By providing women with an unlimited opportunity for career
success, Avon harnessed the power of a committed sales force to win
customers and grow the business. The company's success story is
testimony to the importance of focusing on your core business while
recognizing the changes taking place with your customers and the
environment."
--Mary Sammons, President and CEO, Rite Aid
Corporation
"The book is an excellent primer on how to successfully make
alternative forms of distribution work."
--Allen Burke, Director of Merchandising, QVC, Inc.
"The author's incisive revelations . . . capture the
extraordinary personalities and entrepreneurial strategies of one
of America's most spellbinding success stories."
--Annette Green, President Emeritus, The Fragrance
Foundation
Autorentext
LAURA KLEPACKI is an experienced journalist who has covered the beauty, marketing, and consumer products industries for many years. The former mass-market beauty editor for Women's Wear Daily, Klepacki has long reported on Avon and is a noted expert on the multibillion-dollar health and beauty care industry.
Zusammenfassung
A Winning Formula for Selling to Women Around the World
Avon has come a long way since handing out its first perfume sample back in 1886. The company, long famous for ringing customer doorbells, is now the world's largest direct sales organizationwith almost five million representatives in more than 140 countries.
AVON: Building the World's Premier Company for Women is the first book ever to show how this cosmetics juggernaut achieved such incredible success, while revealing secrets any business can use to effectively market products of all kindsespecially to women.
Through this entertaining journey, you'll not only learn the colorful Avon story, but also see how every company, big or small, can benefit from its unique approach to sales and product development.
"By providing women with an unlimited opportunity for career success, Avon harnessed the power of a committed sales force to win customers and grow the business. The company's success story is testimony to the importance of focusing on your core business while recognizing the changes taking place with your customers and the environment."
Mary Sammons, President and CEO, Rite Aid Corporation
"The book is an excellent primer on how to successfully make alternative forms of distribution work."
Allen Burke, Director of Merchandising, QVC, Inc.
"The author's incisive revelations . . . capture the extraordinary personalities and entrepreneurial strategies of one of America's most spellbinding success stories."
Annette Green, President Emeritus, The Fragrance Foundation
Inhalt
Foreword (Andrea Jung).
Introduction.
CHAPTER 1 Give Them What They Want.
CHAPTER 2 Stay Focused.
CHAPTER 3 Hire the Best Man (or Woman) for the Job.
CHAPTER 4 Empower Your Sales Force.
CHAPTER 5 Incentivize the Troops.
CHAPTER 6 Constantly Innovate.
CHAPTER 7 Keep Up with the Times.
CHAPTER 8 Speak in Every Language.
CHAPTER 9 Embrace Technology.
CHAPTER 10 Connect with Your Customers.
CHAPTER 11 Get Creative.
CHAPTER 12 Makeovers Can Be a Thing of Beauty.
CHAPTER 13 Give Back.
Epilogue.
Timeline of Significant Events in Avon History.
Acknowledgments.
Notes.
Index.