Research
March 18, 2015
Estée Lauder Pure Color Envy Sculpting lipsticks
By Jen King
Guided selling tactics are used by the majority of beauty marketers to encourage discovery, exploration and decision-making, but brands often make tactical missteps that diminish effectiveness, according to a new report by L2.
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","iv":"50b93d6417b880680e712e1c90a37c6c","s":"a5aefe10480dbd31"}
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