Avon: Building The World's Premier Company For Women

Avon: Building The World's Premier Company For Women


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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

Product Details

ISBN-13: 9780471787235
Publisher: Wiley
Publication date: 05/19/2006
Pages: 264
Product dimensions: 5.47(w) x 8.72(h) x 0.81(d)

About the Author

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.

Table of Contents

Foreword (Andrea Jung).


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.


Timeline of Significant Events in Avon History.




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Avon: Building The World's Premier Company For Women 4.3 out of 5 based on 0 ratings. 4 reviews.
Anonymous More than 1 year ago
An interesting read if you want to know more about Avon's beginnings. However like most companies their vision now and how they are doing things is different than their founder's.
Guest More than 1 year ago
Although this book will be of great interest to all readers looking to learn the secrects of effective direct marketing, I view it as must-reading for every Avon representative. I've been a rep for seven years and found the information to be very helpful. It will also make a wonderful recruitment tool. The book helped to put all elements of the company into better perspective, and gave me lots of tips I can use to bring in more business. But even if you don't sell Avon, you will really enjoy this book.
Guest More than 1 year ago
I have been an Avon sales representative for more than 15 years, and really didn't have a complete understanding of the company's history until I read this book. What a fascinating story! This should be required reading for every Avon rep. You'll learn about the company, but you'll also get many tricks of the trade from some of the company's top reps that you can incorporate into your own business. It's also an excellent recruiting tool. I highly recommend it.
Guest More than 1 year ago
I've been a fan and customer of Avon for many years. This book offers a wonderful look inside the company and its history. It also reveals the business secrets that have driven Avon's success, along with strategies that can help every direct marketer become more successful.