Dell Sales Analysis
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
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
References: Joan Magretta. (1998). The Power of Vitual Integration: An Interview with Dell Computer’s Michael Dell, Harvard Business Review, Page 74-84 Michael Dell, Catherine Fredman. (1999). Direct from DELL: Strategies that revolutionize an industry. Steven Holzner. (2005). How DELL does it: Using speed and innovation to achieve extraordinary results. Merideth, T. (1998, September 1). Performance measurement & risk management at dell. Retrieved from http://www.performance-measurement.net/news-detail.asp?nID=12 Michael , K. (2004, march 4). Dell 's success in the details. Retrieved from http://www.zdnet.com/news/dells-success-in-the-details/134720