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Home/Marketing/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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success.

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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success.

The main reason behind DELL’s success is its direct contact with customers and b2p selling schemes that help to eliminate the middleman and focus on the relationship with consumers.

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

The direct model allows DELL to construct a multi-layered perception of customer expectations and needs, which leads to a more targeted approach to product development and ultimately secures consumer loyalty. Their unique selling point consists of customizing DELL computers according to a customer’s taste or choice.

This unique approach allows them to secure a beneficial position within the industry but can only be maintained via constant observation of customers’ satisfaction. Hence company heavily invests in a variety of feedback provision mechanisms, such as surveys and review monitoring. They also fund sufficiently the R&D department, ensuring the firm’s executives and managers always have access to the most relevant information on the market.

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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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success'. 9 December.

Reference

Academic.Tips. (2022, December 9). 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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success. 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/

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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success." December 9, 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/.

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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success." December 9, 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/.


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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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success." December 9, 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/.

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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. Study the “DELL success story” and DELL’s early sales strategy – provide reasons for their success." Academic.Tips, 9 Dec. 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/.

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Research, on the internet, the Five P’s of the marketing mix: Product, Place, Price, Promotion, and People. In your own words, discuss what they are and why they are significant and a required element of any integrated marketing strategy. Then, pick a product or service you enjoy and discuss, in detail, the Five P’s of that product or service. Attached is an article for reference.
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.
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