IBM readies major direct mail effort

IBM next week will intensify its direct-sales effort with the mailing of more than 1 million four-color catalogs that for the first time will carry the full range of IBM personal computer lines along with numerous non-IBM accessories and software.

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Sources said the 80-page catalog, which will offer 800 stock- keeping units, has been designed as a "store in print" with a lavish use of color photographs and graphics in an overall package inspired by the Lands' End catalogs.

All told, up to 120,000 different PC configurations will be available for assembly at IBM PC Direct Co.'s Raleigh, N.C., facility, where all direct-marketing functions were consolidated this month. A pool of 300 customer service reps will take orders.




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