Abstract

Mary Kay Inc. had an innovative sales force by way of 1.3 million woman beauty consultants who were independent of the company. This caselet discusses the structure of this unique sales force and describes their selling styles. It also mentions the use of the Internet for improved productivity of its sales force. Finally, the caselet explains the various incentives given by the company to keep its sales team motivated.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Kinds of sales structure in the cosmetics industry
• Impact of different selling styles
• and Importance of incentives in sales.

Keywords

Mary Kay, Beauty Consultant, Beauty Products, Commission, Recruits, Selling Style, Queen of Sales, Incentive, Pink Cadillac, Internet