DELL computers (USA) is renowned for the direct selling of PC’s (notebooks) to customers by phone, internet and now through e-business enabling consumers to go through the whole sales process online. In the past DELL was known to be great in mass-customization. In order to compete with competitors like HP and IBM, DELL developed other business fields – see table below. In 2005 DELL hired 150 sale people to sell their products to the UK and Europe changing from direct selling to personal selling, mainly in the field of b2b. Given the company background above, are you surprised by DELL’s move to personal salespeople and sales teams for business customers? Critically evaluate the pros and cons of their strategy. Address theoretical approaches covered during class but also refer to relevant literature and possibly website research.

The main disadvantage of the personal salespeople to any firm, with DELL not being an exception, lies in the fact that customers don’t like being sold to. Once a potential consumer is made aware of the fact that the salesperson wants to close a deal with them, it triggers a defensive mechanism.

Devices/Solutions200120042006
PCs202730
Servers5810
Services359
Software3713
DELL revenue (in billion dollars)

Modern consumer understands that while they want to buy the most for less, the salesperson would be interested in selling less for the most, creating a natural tension between the two parties. Navigating said resentment is a complicated and multi-dimensional skill that would not be easy to develop and constantly practice.

Thus, for DELL to employ effective salespeople, the firm would need to set up a somewhat rigid hiring process and then provide the newcomers with extensive training. All of these elements would no doubt increase the cost and are, therefore, the downside of the direct salespeople approach. It is somewhat resolved by the firm’s focus on corporate rather than individual clients. The bulk of sales comes from businesses and the government, as these clients appreciate the ability to customize a large number of computers.

The real distribution strategy has been credited multiple times as DELL’s main success reason, providing them with multiple evident benefits. To begin the list of advantages, such an approach avoids middlemen services, making the delivery faster and the product itself cheaper. Personal salesmen are likely to gather additional information on the customers’ needs and communicate it to relevant departments. They also have an opportunity to gather immediate feedback from customers while the impression from purchasing is still fresh in their minds.

Furthermore, DELL has invested in customer relationship management, and its customers often network with each other via the Internet. The products of the firm are high-class and tailored to consumers’ personal preferences, which, once again, is achieved through the actions of personal salespeople. The disadvantages of direct salespeople also need to be recognized, such as their tendency to come off as overly aggressive or pushy and high training costs.

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Academic.Tips. (2022) 'DELL computers (USA) is renowned for the direct selling of PC’s (notebooks) to customers by phone, internet and now through e-business enabling consumers to go through the whole sales process online. In the past DELL was known to be great in mass-customization. In order to compete with competitors like HP and IBM, DELL developed other business fields – see table below. In 2005 DELL hired 150 sale people to sell their products to the UK and Europe changing from direct selling to personal selling, mainly in the field of b2b. Given the company background above, are you surprised by DELL’s move to personal salespeople and sales teams for business customers? Critically evaluate the pros and cons of their strategy. Address theoretical approaches covered during class but also refer to relevant literature and possibly website research'. 7 October.

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Academic.Tips. (2022, October 7). DELL computers (USA) is renowned for the direct selling of PC’s (notebooks) to customers by phone, internet and now through e-business enabling consumers to go through the whole sales process online. In the past DELL was known to be great in mass-customization. In order to compete with competitors like HP and IBM, DELL developed other business fields – see table below. In 2005 DELL hired 150 sale people to sell their products to the UK and Europe changing from direct selling to personal selling, mainly in the field of b2b. Given the company background above, are you surprised by DELL’s move to personal salespeople and sales teams for business customers? Critically evaluate the pros and cons of their strategy. Address theoretical approaches covered during class but also refer to relevant literature and possibly website research. https://academic.tips/question/dell-computers-usa-is-renowned-for-the-direct-selling-of-pcs-notebooks-to-customers-by-phone-internet-and-now-through-e-business-enabling-consumers-to-go-through-the-whole-sales-process-2/

References

Academic.Tips. 2022. "DELL computers (USA) is renowned for the direct selling of PC’s (notebooks) to customers by phone, internet and now through e-business enabling consumers to go through the whole sales process online. In the past DELL was known to be great in mass-customization. In order to compete with competitors like HP and IBM, DELL developed other business fields – see table below. In 2005 DELL hired 150 sale people to sell their products to the UK and Europe changing from direct selling to personal selling, mainly in the field of b2b. Given the company background above, are you surprised by DELL’s move to personal salespeople and sales teams for business customers? Critically evaluate the pros and cons of their strategy. Address theoretical approaches covered during class but also refer to relevant literature and possibly website research." October 7, 2022. https://academic.tips/question/dell-computers-usa-is-renowned-for-the-direct-selling-of-pcs-notebooks-to-customers-by-phone-internet-and-now-through-e-business-enabling-consumers-to-go-through-the-whole-sales-process-2/.

1. Academic.Tips. "DELL computers (USA) is renowned for the direct selling of PC’s (notebooks) to customers by phone, internet and now through e-business enabling consumers to go through the whole sales process online. In the past DELL was known to be great in mass-customization. In order to compete with competitors like HP and IBM, DELL developed other business fields – see table below. In 2005 DELL hired 150 sale people to sell their products to the UK and Europe changing from direct selling to personal selling, mainly in the field of b2b. Given the company background above, are you surprised by DELL’s move to personal salespeople and sales teams for business customers? Critically evaluate the pros and cons of their strategy. Address theoretical approaches covered during class but also refer to relevant literature and possibly website research." October 7, 2022. https://academic.tips/question/dell-computers-usa-is-renowned-for-the-direct-selling-of-pcs-notebooks-to-customers-by-phone-internet-and-now-through-e-business-enabling-consumers-to-go-through-the-whole-sales-process-2/.


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Academic.Tips. "DELL computers (USA) is renowned for the direct selling of PC’s (notebooks) to customers by phone, internet and now through e-business enabling consumers to go through the whole sales process online. In the past DELL was known to be great in mass-customization. In order to compete with competitors like HP and IBM, DELL developed other business fields – see table below. In 2005 DELL hired 150 sale people to sell their products to the UK and Europe changing from direct selling to personal selling, mainly in the field of b2b. Given the company background above, are you surprised by DELL’s move to personal salespeople and sales teams for business customers? Critically evaluate the pros and cons of their strategy. Address theoretical approaches covered during class but also refer to relevant literature and possibly website research." October 7, 2022. https://academic.tips/question/dell-computers-usa-is-renowned-for-the-direct-selling-of-pcs-notebooks-to-customers-by-phone-internet-and-now-through-e-business-enabling-consumers-to-go-through-the-whole-sales-process-2/.

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"DELL computers (USA) is renowned for the direct selling of PC’s (notebooks) to customers by phone, internet and now through e-business enabling consumers to go through the whole sales process online. In the past DELL was known to be great in mass-customization. In order to compete with competitors like HP and IBM, DELL developed other business fields – see table below. In 2005 DELL hired 150 sale people to sell their products to the UK and Europe changing from direct selling to personal selling, mainly in the field of b2b. Given the company background above, are you surprised by DELL’s move to personal salespeople and sales teams for business customers? Critically evaluate the pros and cons of their strategy. Address theoretical approaches covered during class but also refer to relevant literature and possibly website research." Academic.Tips, 7 Oct. 2022, academic.tips/question/dell-computers-usa-is-renowned-for-the-direct-selling-of-pcs-notebooks-to-customers-by-phone-internet-and-now-through-e-business-enabling-consumers-to-go-through-the-whole-sales-process-2/.

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