HP: Overhauling a Vast Corporate Sales Force
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Transcript of HP: Overhauling a Vast Corporate Sales Force
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Make it Matter
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Presentation Outline
About HP Sales Force Structure
The Impacts
How Should it Function?Should Meet or Not?
The Possible Differences
Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts
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About HP 1
Founders: William Hewlett, Dave Packard
Full Name: Hewlett-Packard
Established: 1939
Products: Computer Hardware, Software
Number of Employees: 38,200+
Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts
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Sales Force Structure 2More Focus on Customer
Prioritize B2B SalesElimination of Layers
Encourage Specialization
Specialist Sales Force
Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts
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More Control Efficiency in SalesDynamic Selling
Process
321
The Impacts - POSITIVE 3
Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts
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The Impacts- NEGATIVE 4
Outline About HP Sales Force Structure The Impacts Should Meet or Not? How Should it Function
The Big Change Rotating Employees High Cost Training Expense
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Established Relationship Completed Selling Steps Needs are Identified
1 2 3
5The Possible Differences- LONG TERM
Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts
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Short Term Customer
Step Should Be Followed
6The Possible Differences
Should Establish the relationship
Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts
Priority in CRM
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7Should Meet or Not?
Outline About HP Sales Force Structure The Impacts Should Meet or Not? How Should it Function
Retaining Existing Customers Getting New Order
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8How Should it Function?
Number of Employees
Salary & Payment
Stakeholders
Clients
Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts
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THANK YOUQuestions?