HEWLETT-PACKARD-COMPUTER SYSTEMS ORGANIZATION: SELLING TO ENTERPRISE CUSTOMERS
CASE: HEWLETT-PACKARD-COMPUTER SYSTEMS ORGANIZATION: SELLING TO ENTERPRISE CUSTOMERS TABLE OF CONTENT
Pages
EXECUTIVE SUMMARY 2
INTRODUCTION 2 HP 'S CSO CUSTOMERS 3 SELLING TO ENTERPRISE CUSTOMERS SINCE 1991 3 STATEMENT OF THE RESEARCH PROBLEMS 4 SWOT ANALYSIS 4 PLANNING THE NEXT STEP 5 THE SALES PROCESS AUDIT 6 RECOMMENDATIONS 9
CONCLUSION 11
REFERENCE 12
Executive Summary
HP brand is synonym throughout in the world as one of the leading computer brand. It is reputed as one of trusted hardware supplier in the computer market. HP nowadays faces many new challenges in staying ahead of the competitors pack with not only as the capability of supplying of hardware sets for business and individual customers but also to compete efficiently as a solution provider for business customers. The challenges and benefits are abounding in these markets and HP need to exploit these markets in order to be relevant in the future and to maintain their top standing in the world computer markets.
Introduction
Hewlett Packard or better known as HP is a famous multinational information technology that is founded by Mr. David Packard & Mr. Bill Hewlett (former Stanford University graduates) during 1939. The company is based in California, United States of
Pages
EXECUTIVE SUMMARY 2
INTRODUCTION 2 HP 'S CSO CUSTOMERS 3 SELLING TO ENTERPRISE CUSTOMERS SINCE 1991 3 STATEMENT OF THE RESEARCH PROBLEMS 4 SWOT ANALYSIS 4 PLANNING THE NEXT STEP 5 THE SALES PROCESS AUDIT 6 RECOMMENDATIONS 9
CONCLUSION 11
REFERENCE 12
Executive Summary
HP brand is synonym throughout in the world as one of the leading computer brand. It is reputed as one of trusted hardware supplier in the computer market. HP nowadays faces many new challenges in staying ahead of the competitors pack with not only as the capability of supplying of hardware sets for business and individual customers but also to compete efficiently as a solution provider for business customers. The challenges and benefits are abounding in these markets and HP need to exploit these markets in order to be relevant in the future and to maintain their top standing in the world computer markets.
Introduction
Hewlett Packard or better known as HP is a famous multinational information technology that is founded by Mr. David Packard & Mr. Bill Hewlett (former Stanford University graduates) during 1939. The company is based in California, United States of
References: Narayandas, D., Dudley, R. (2005), Hewlett Packard- Computer Systems Organisation: Selling to Enterprise Customers, Harvard Business Review Hewlett Packard. Retrieved from http://en.wikipedia.org/wiki/Hewlett-Packard Collins, J. (2005). The HP Way. Retrieved from http://www.jimcollins.com/article_topics/articles/the-hp-way.html