Submitted by: Submitted by chark86
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Words: 6173
Pages: 25
Category: Business and Industry
Date Submitted: 01/31/2011 03:56 AM
University of Santo Tomas
Dell Inc. In 2008: Can It Overtake Hewlett-Packard as the Worldwide Leader in Personal Computers?
A
Case Presentation
Submitted to
Sir Real Carpio So
In
Partial Fulfillment
Of The Requirements
In
Entre 7 Strategic Management
Submitted By:
Abril, Maricris
Aguilar, Joanna Czarina
Alfonso, Christopher
Aquino, Charles
Atienza, Ron Jerald
11 January 2011
I.BACKGROUND
Dell Computer Corporation, incorporated in October 1987, is a computer systems company and a provider of computing products and services. The Company's primary product offerings include enterprise systems, notebook computers and desktop computer systems. The Dell line of high-performance computer systems includes Power Edge servers, PowerApp server appliances, PowerVault storage products, Power Connect networking products, Dell Precision workstations, and Latitude and Inspiron notebook computers. Dell Computer became the world's largest personal computer vendor, and gain market share and post profits in an industry. Dell sells 90% of its PCs directly to the final customer, largely bypassing the reseller channel that accounts for most of the world's PC sales. This direct customer relationships the key to Dell's business model, and provides distinct advantages over the indirect sales model like Acer, Compaq, Lenovo, and more. Dell competitors are primarily in the Personal Computers industry. Dell also competes in the Computer Networking Equipment, Computer Peripherals, and Mass Storage Systems sectors.
Dell is renowned for its direct sales to customers by phone, Internet and now through e-business enabling consumers to go through the whole sales process online. What is less well known is that Dell, in 2005, took on 150 salespeople to sell their products in United Kingdom/Europe. The reason for this change from direct selling to personal selling is that the cost of a salesperson for an individual customer makes no economic sense, but if you are...