Opportunity Calls

Higgins, Kevin T.
January 1997
Marketing Management;Winter97, Vol. 5 Issue 4, p4
The article presents an interview with David Zentmyer Jr., head of corporate sales at Lands' End. He stated that the reason for the creation of the corporate sales unit in 1992 was because of an 8.4 million loyal consumer customers. He explained the relationship of the company's catalog, which the advertising vehicle, and the consumer side. He stressed the efficient capabilities of their consumer representatives as to the service principles and company culture since they have undergone a 80-hour training. As for the company's shipping and handling costs, Zentmyer expressed that they offer classifiable quality products with reasonable prices. Zentmyer also said that they pay enough attention of their logo but reassuring the quality of modifications if necessary.


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