Dell uses various compensation and motivation methods for its salespeople. Salespeople are paid through direct deposit, bonuses, and commissions. Motivation methods include rewards like free products, discounts, and loyalty programs. Dell also incurs various sales expenses like taxes, software/data costs, payroll, and commissions. Territories are assigned to salespeople to increase coverage and control expenses. Performance is evaluated through metrics like sales targets and customer satisfaction.

1. Company and Industry Background

2. Type: Public Industry Computer Systems Computer Peripherals Computer Software IT consulting IT services Founded Austin, Texas Founder(s) Michael Dell Products Desktops Servers Notebooks Printers Televisions Scanners Storage Smart Phones Revenue $61.49 billion (2010)

3. Dell’s activities are organized in each different customer segments. Relationship customers Home and small business Public sector customers. Dell’s activities

4. born February 23,1956 Houston, Texas Founder of Dell University of Texas ranked 44 with a net worth of US$14.6 billion in 2011 It’s amazing to me that our competitors think the customer is the dealer.” Michael Dell

6. Dell’s Systems Management Strategy SIMPLE COMPLETE CONNECTED HETEROGENEOUS Direct Business Model Virtual Integration(CRM)

7. Dell’s Objective Focusing on Personal Users Customer Satisfaction Team Satisfaction Community Satisfaction

8. Dell philosophies Dell has two main philosophies Supply and Demand are never In balance, company strategy is to manage when they deviate “Always have enough, and have nothing left over.”

10. Location :Chicago Area Industry Computer Software Current :Inside Sales Account Manager Past : Inside Sales Manager & Healthcare at Dell Inside Sales Manager - Computer Hardware Division at ASAP Software Inside Account Manager at ASAP Software Outside Sales Executive at Woodfield Group Assistant Store Manager at AT&T Wireless Education : Keller Graduate School of Management of University Kurt Weiland/Inside Sales Account Manager

11. Dave Mallard /Director of Sales Location :Austin, Texas Area Industry Computer Software Current : DELL Senior Account Past : Director of Sales at Data Storage Group Sr. Account Executive - DELL at Symantec DELL Segment Representative at EMC Partner Sales Manager for DELL, Microsoft Alliance Manager, Product Manager at VERITAS Software Medical Service Corp Officer at United States Army Reserve/CO National Guard Education University of Denver

12. Sonya Banks /Account Manager Location Austin, Texas Area Industry Current Federal Sales Account Manager at Dell Inc. Past Senior Sales Specialist at Chartered Semiconductor Manufacturing Marketing Coordinator at Landmark Organization, Inc Sales Consultant at Champion Autoplex Education Southwestern University

13. Sales Planning and Forecasting

14. SWOT analysis

15. Strengths

16. Strong brand value

17. Dell was ranked 35 in the list of top 100 brands. Dell was ranked ahead of some of its competitors such as Acer, Toshiba and Lenovo

18. Robust market position

20. Diversified customer base

21. The king of the bland box

22. Dell Perot Systems’ position in healthcare business

23. Weaknesses

24. Violation of laws $100 million US Securities and Exchange Commission (SEC) federal securities law

25. Relatively weak R&D capabilities original design manufacturing (ODM)

26. Opportunities

27. Entry into Smartphone business

28. Growing PC market

29. Positive outlook for global IT spending

30. Threats

31. Intense competition

32. Dell's products are highly complex and sophisticated. Product defects

33. Direct sale

34. Social network

35. Partnering with GE Capital

36. Indirect sale

39. EMEA region

41. Financial sales plan

42. For fiscal 2012, Dell expects revenue growth of 5 to 9 percent, translating into revenue of $64 billion to $67 billion

43. Zero inventories

44. Idea Storm

45. Organization of the sales function

46. Selling model of DELL corporation phone Direct sales Internet e-business

47. benefits of this approach: infrastructure leanness market ability minimal inventory high customer differentiation

51. further extend its IT functions to supply chain and premier customers.

53. 2. What are the key differences between transaction and relationship customers?

54. 3. In what ways does the Internet enhance the Direct Model? What benefits does it create for Dell and for its customers?

56. FACTORS AFFECTING RECRUITMENT Organizational /internal factors Environmental /external factors

57. SOURCES OF RECRUITMENT Job portals HRIS Notice boards Circulars Internal Search

58. SOURCES OF RECRUITMENT Employee referrals Advertise -ments Educational institutions Employment agencies Internet External Search

59. Who performs Dell recruiting function? Process of recruitment Human resource planning Surplus Retrench/layoffs Identify HR requirements Demand Determine numbers, levels & Criticality of vacancies Organizational Recruitment policy Choose the resources & Methods of Recruitment Analyze the cost & time involved Job analysis Start implementing the Recruitment program Select and hire Evaluate the Program

60. Company culture & Job Analysis Bob in Dublin, Ireland I have worked for dell for just under year at the server support department. I would recommend that you run from this job, I have been in the IT field for 10 years and it is the worst job that I have had. They don't care about the customer just the numbers Janie in Austin, Texas I also work for Dell. I would not recommend this company to anyone except those few who enjoy working 24 hours a day/7 days a week. Impossible jobs, muddled processes, and everyone's so stressed that they are falling apart mentally and emotionally. The worst job I've had in my 25-year career. I'm leaving as well - but I'm making it happen at the end of next month. No sane person would work here.

61. Selection Its better not to select then selecting a bad candidate

62. Selection Process Resumes/CVs Review Initial Screening Interview Conducting Tests and Evaluating performance Analyze the Application Blank Preliminary Interview Core and Departmental Interviews Job Offer Reference checks Medical Examination Placement

63. APPLICATIONFORMS Gathered in standardized manner 1. Educational background 2. Past employment record 3. Extracurricular ETHICAL ISSUES IN APPLICATION FORM DESIGN

64. INTERVIEWS Dell personal interview is crucial part of dell for selection sales position because of that interviewer must have skill for that. pattern interview: question and Record semistructured interview: veteran salespeople for a major account field observation: For shown the prospects what the job

65. Dell interview www.allinterview.com DELL Aptitude Test Questions DELL Interview Questions DELL Placement Papers DELL Technical Test Questions http://www.indeed.com /forum/cmp/Dell/get-job-at-Dell /t5178 http://www.okctalk.com/showthread.php?t=196&page=1 www.Dell.com

66. SELECTION TESTS Intelligence tests That measure the minimum mental capability Personality tests Evaluate each personality characteristic Aptitude tests understand that employee interested to do task and this type activates

67. How are individuals paid, what compensation methods are used, what methods of motivation does the firm use, what rewards are given, What expenses does the firm cover?

68. Compensation Methods for Salespeople: 13-66

69. 13-67 13.3

70. 13-68 13.3

71. Payment Methods! But, so what?

73. Internet Banking - Electronic Funds Transfer (EFT)by account number.

74. Financing - Dell Purchase Plan(monthly repayment).

75. A PayPal account (online orders and Online money transfers serve as electronic. PayPal is the safer way to pay and get paid by Credit Card ,visa Card, MasterCard, American Express.

77. Motivation Methods for Dell customers(Reward) They need to help motive or persuade customers to see the problem as they do and see the solution as they do.

78. Offer free product Give free staff Give Distribute coupons Because it… customer VIP status Give loyalty punch card or an earned points

79. Cont’dGive free staff:Who doesn’t love free? The words “Free” and “sale” can generate excitement Send a thank you note to customers who make large purchases from their business and include discount coupons inside of their cards . Offer a referral program. Offer their customers a reward in the form of discounts or gifts for any new business they send their way. Hand out business cards or coupons for your customers to pass on.

80. Sales Expenses

83. Equipment:Any hardware needed to operate the business

84. Territory Assignments & Performance Appraisals

86. Customize

87. Act quickly

88. Price

92. Territory…. Segment of the market for which a salesperson is responsible. Territory assignments may be exclusive, meaning no other salesperson can sell in that territory, or nonexclusive. Territories may be defined in terms of geographic or market segments, product or product lines, size of customer or by specific target customers or prospects

93. The reason for setting up or reviewing sales territories in Dell Company? increase their coverage control the selling expenses specially travel expenses. better evaluation of sales force performance. improve customer relation. Improve sales force effectiveness

94. The process of designing sale territory? Select control unit Find location and potential customer Decide basic territory

95. We have two type of decide basic territory? break down method build up method territory.

96. conclusion We know that Dell has attempt hard to extend its market share and it has been successful in terms of capturing its target and increase its sales by applying and implementing of right decision making and in computer industry we see that it has used online selling by customizing its customer and providing good service by using of special salespeople who also can lead their customer on the phone to help them because they want to lure back their customers the best factor for evaluating the dell company growth, in my point of view is fiscal statement.

97. Cont…. If company performance and productivity be high their profit and revenue which they can gain is higher as a result we can say dell performance has been good and dell company has estimated by 2011 they will increase their revenue up to 20 percent so we can conclude dell has taken the good and right way to boost itself

99. Therefore, there is a need to maintain a selection interview process that is in relevance to the current changes in the job market.

100. The equal employment opportunity must be reinforce in its implementation