Dell Sales Analysis

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Contents
Introduction .................................................................................................................................................. 2 Background of DELL inc ................................................................................................................................. 2 Building long-term relationship with customers .......................................................................................... 2 Creating sales organizational structures ....................................................................................................... 3 Gaining greater job ownership and commitment from salespeople ............................................................ 4 Shifting sales management style from commanding to Coaching................................................................ 4 Leveraging for sales success ......................................................................................................................... 5 Evaluating salesperson performance more accurately ................................................................................ 6 Conclusion ..................................................................................................................................................... 7 References .................................................................................................................................................... 8

Page 1

Introduction
Relationship selling and sales management have always been a crucial factor in business to business trading. Having strong relationships with your business partners and strong sales management not only ensures future profits, it also helps your business to remain competitive in the market and ensuring the retention of customers. In this assignment, we will be covering on relationship selling and sales management of the organization called DELL Inc.

Background of DELL Inc
Founded in 1984, DELL was originally known as PC’s Limited, the company name was officially changed to DELL Computer Corporation in June 1988 before it began to expand globally. Dell is a multilevel American computer technology corporation and it is the third largest vendor for personal computers in the world after Lenovo and HP. Dell was named after “Michael Dell” the founder of the company, and today DELL is the largest technological corporation in the world, hiring more than 103,000 people worldwide. DELL has grown by increasing its base customers and also through merging with other brands such as Perot system in 2009 and Alienware in 2006. The company sold personal computers and electronics devices such as data storage, servers and network switches, software and almost any electronic products you can think of. In 2006, the company renames itself again to DELL Inc, this signifies that the company has move further and deeper into the electronic world rather than just producing computers.

Building long-term relationship with customers
The success of a company is by establishing long-term relationship with their customers because many different companies typically require close working relationship and partners. Long-term relationship not only generate income for the company but it also an excellent way to ensure the retention of customers which ultimately helps in the profitability and the survival of the company. DELL has been working very closely with their customers and they are always trying to make their company as direct as possible. The benefits of being direct are customers and retailers receive services and products directly which is made to their exact specifications and being direct gave DELL a natural advantage with the help of internet. DELL organizes its business structure around three main segments: Large corporate customers, small home businesses and public. Segmenting customers would allow the company to tackle problems and services easily. Michael dell...
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