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: PublicIndustry Computer Systems Computer Peripherals Computer Software IT consulting IT services Founded Austin, Texas Founder(s) Michael DellProducts 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 customersHome and small business Public sector customers. Dell’s activities

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

5. Industry AnalysisIntensity of rivalryLegend remains #1 in ChinaProduct SubstitutesLegend is adopting the just-in-time delivery modePower of Suppliers IBM, HP, and Compaq establish plants in ChinaPower of BuyersChinese were uncomfortable using credit cards online thus hurting online sales

6. Dell’s Systems Management StrategySIMPLECOMPLETECONNECTED HETEROGENEOUSDirect Business ModelVirtual Integration(CRM)

7. Dell’s Objective Focusing on Personal UsersCustomer SatisfactionTeam SatisfactionCommunity Satisfaction

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

9. Qualifications:Minimum 4+ years experience directly working at Dell with strong network of Dell professionals• 10+ years of total sales and management experience• Strong software background, or storage software sales experience.• Strong working knowledge of core systems and storage software.• Excellent Channel Sales forecasting and modeling skills• Able to develop, implement, execute and manage an annual business plan• Well written, oral communication and presentation skillsMarisa Farahmand /Account Manager Location :Austin, Texas Area Industry Information Technology and ServicesCurrent :Account Manager- Federal Sales at Dell Past :Sales Associate at Gap Inc. Education: The University of Texas at Austin

10. Location :Chicago Area Industry Computer SoftwareCurrent :Inside Sales Account ManagerPast :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 SalesLocation :Austin, Texas Area Industry Computer SoftwareCurrent : DELL Senior AccountPast : 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 IndustryCurrentFederal Sales Account Manager at Dell Inc. PastSenior 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 millionUS Securities and Exchange Commission (SEC)federal securities law

25. Relatively weak R&D capabilitiesoriginal 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 corporationphoneDirect salesInternet e-business

47. benefits of this approach:infrastructure leannessmarket abilityminimal inventory high customer differentiation

50. Main points of DELL’s sales function:Over 15 years direct selling experiences in the PC market.

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

52. The internet enabled system has led Dell become the #1 PC company in the States. Digest Questions1. What are the main reasons for the success of the Dell Direct model?

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?

55. 4. What is happening to growth in the PC Industry at large in the twenty first century? What are the implications for Dell, and its strategy for the future?Recruitment & selectionRecruitment is the process of searchingfor prospective employees and stimulating them to apply for jobs in the organizations.Selection starts where recruitment ends

56. FACTORS AFFECTING RECRUITMENTOrganizational /internal factorsEnvironmental /external factors

57. SOURCES OF RECRUITMENTJobportalsHRISNotice boardsCircularsInternal Search

58. SOURCES OF RECRUITMENTEmployeereferralsAdvertise-mentsEducationalinstitutionsEmploymentagenciesInternetExternal Search

59. Who performs Dell recruiting function?Process of recruitmentHuman resource planningSurplusRetrench/layoffsIdentify HR requirementsDemandDetermine numbers, levels &Criticality of vacanciesOrganizationalRecruitment policyChoose the resources &Methods of RecruitmentAnalyze the cost & timeinvolvedJob analysisStart implementing theRecruitment programSelect and hireEvaluate the Program

60. Company culture & Job AnalysisBob 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 numbersJanie in Austin, TexasI 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 selectthen selecting a bad candidate

62. Selection ProcessResumes/CVs ReviewInitial Screening InterviewConducting Tests andEvaluating performanceAnalyze the Application BlankPreliminary InterviewCore and DepartmentalInterviewsJob OfferReference checksMedical ExaminationPlacement

63. APPLICATIONFORMSGathered in standardized manner1. Educational background2. Past employment record3. ExtracurricularETHICAL ISSUES IN APPLICATION FORMDESIGN

64. INTERVIEWSDell personal interview is crucial part of dell for selection sales position because of that interviewer must have skill for that.pattern interview:question and Recordsemistructured interview:veteran salespeople for a major accountfield observation:For shown the prospects what the job

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

66. SELECTION TESTSIntelligence tests That measure the minimum mental capabilityPersonality 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. 13-6713.3

70. 13-6813.3

71. Payment Methods!But, so what?

72. By cash and Direct Bank Deposit with their cheque.

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.

76. Pay by Phone(19 digit Dell Business Credit account number, zip code, bank account number and bank routing number available) andmail or email(19 digit account number on the check or money order)Motivationis the force that drive Dell company actions.

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 productGive free staffGive DistributecouponsBecause it…customer VIP statusGive loyalty punchcard or an earned points

79. Cont’dGive free staff:Who doesn’t love free? The words “Free” and “sale” can generate excitementSend 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

81. Taxes and Fees:Fees for get licensing and Taxes paid to governmentSoftware:Web design services and purchases and software upgrades as well as licensing agreementsData Processing: computer services andfacilities management services.Lease and Rental:Any payments made to another company for theleasing or rental of land, equipment or machinery

82. Annual payroll:It is the gross earnings of all employees paid throughout the calendar year and includes all forms of compensation.Auxiliary Facilities(enterprise support unit ):It provides support services to the company's operating units.Commissions:independent contractors and Employee payroll is not included when calculating commission expenses.Contract Labour:provide temporary or part-time assistance.Cost of Goods Sold

83. Equipment:Any hardware needed to operate the business

84. Territory Assignments & Performance Appraisals

85. straightInnovation

86. Customize

87. Act quickly

88. Price

89. serviceweaknessTechnology proprietary