Case Study-Hp: overhauling a vast corporate sales force solve question by review paper. presentation on Hp: overhauling a vast corporate sales force, presentation on Hp sales force, HP: Overhauling a Vast Corporate Sales Force Discussion Questions. HP: Overhauling a Vast Corporate Sales Force Discussion Questions.

1. WelcomeToOurPresentation
Presentation On
Case Study-
Hp: overhauling a vast corporate sales
sales force Submitted By:
Rajib Mia
Dept. of textile engineering,
Southeast University(SEU)
Gmail:mdrajibmia758@gmail.com
Phone: +8801774435305
SubmittedTo:
Mohammad Nazmul Ehsan
Assistant professor
Dept. of textile Engineering
Southeast University(SEU)

2. The HP (Hewlett-Packard) company or shortened to HP was a American
multinational information technology company, headquarter in Palo alto California.
It was founded at 1st January 1939.The founders of HP William Hewlett & David
Packard.
It developed and provided wide variety of hardware components as well as
software and related services to customers.
To find out why, hurd first talked directly with 400 corporate customers. HP
corporate customer were frustrated, not a happy circumstance for a company that
get more then 70% of its revenues from businesses.
HP was organized into three main product division PSG,TSG,IPG . The sales force
division is CSG.
According to one reporter 17,000 people work working in HP’s corporate sales ,
only around 10,000 sold directly to customer. Hurd had come to HP with a
reputation for cost-cutting and ruthless efficiency. Prior on his new position he
spent 25years at NCR.
Summary

3. To ensure that important customers are carefully tended HP is singed each
salesperson three or fewer accounts.
That top 2000 accounts were assigned just one salesperson – “so they will
always know whom to contact ’’.
Customer are noticing differences in the attention that they get from HP
salesperson. As a result , Faris says he is planning to send more business
ways.
In the four years since hurd took over as CEO, HP’s revenues profit and
stock price have increase by 44% ,123% and 50%. Still with HP’s markets as
volatile as they have been.

4. Q1: Which of the sales force structuresdescribedin
the text bestdescribesHP’s structure?

5. • Encourage Specialization:
• If I will buy a laptop but don’t know this feature. I’m told the salesmen or specialist. Than I know
that product specification.
• More focus on customer: we know that there are two types customer:
• 1.Long term customer.
2.Prospctive customer.
• So make sure this types of customer and sales the product.
• Elimination of layers: we are classify three types of layers/status all types are buying insure
all thus product
• Specialist sales force: Specialist sales-man motivated customer, facilities and increasing buy
this product. Only one Aim how to increasing sales and productivity in this organization or
company.
• Prioritize B2B sales: When a business sells products and services to customers who are
primarily other businesses.

6. Q2:The Positive & Negative Aspects of HP New
Sales Force Structure?
•Positive Aspects:
• Because the changes on the structure of HP that Hurd
made, the company had some positive aspect. It took
control of the divisional marketing and sales executives
over a leaner, and more efficient sales process, resulting
in speedier sales decisions and quicker market response

7. Negative Aspects:
• In addition, salespeople now spend more time with their
customers as result customers are noticing big changes in
the sales support they receive. The negative aspect of
HP’s new sales force structure is that many people who
work in the company were layoffs and others where
move to other positions.

8. Q:3 Describesomeof the differences in the selling
process that an HP salesrep might face in selling to a
long-termestablishedcustomerversus a prospective
customer.
• Answer:
• Selling is first and foremost a transaction between the seller and the prospective
buyer or buyers where money is exchanged for goods or services.
• Selling process is,

9. • Customer: A customer is the recipient of a good, service, product or an idea -
obtained from a seller, vendor, or supplier via a financial transaction or exchange for
money or some other valuable consideration. There are two types of selling process
customer.
• Such that
1.Long term customer.
2.Prospctive customer.

10. Difference between a long term establish
customer and a prospective customer selling
process:
Selling process for a long-term establish customer Selling process for a prospective customer
1.Easy to sell products. 1.Comparatively hard to sell products.
2.Interested for update products. 2.Have to increase interests between the customer.
3.Know the quality of products. 3.Try to inform about product quality.
4.Loss hard work & soft skill needed to convince. 4.More hard work & soft skill needed to convince.
5.Less time required for selling. 5.More time required for selling.
6.Already convince customer. 6.Have to convince.
7.Example:
Masum bought a HP laptop 3years ago. Now he is
happy about the feature and services of HP
products. That’s why he is convinced about every
HP products.
7.Example:
Rana use a laptop of other company. Now HP
company release a new laptop in the market which
is well promoted & low cost with attractive feature.
That’s why rana is interested to buy that product.

11. Q:4 Given that Hurd has an effective sales
force, does he really need to meet with HP
partners as much as he does?
Answer:
because the new structure has reduced the workforce to a minimum
compared to the previous one.
He has an effective sales force, Hurd does not necessarily have to with
his HP.
In this regard, managing a reduced workforce is less tedious and much
easier.
 A reduced workforce will require minimal follow up hence reducing
the number of times Hurd will have to hold regular meetings HP
partners.

12. Q:5 Is it possible for HP to function like a
smaller company?
• Answer:
Small is a relative term and Hewlett Packard may not function like a small company.
The other departments such as distribution, manufacturing, and accounts
have not gone through any significant changes.
The only modifications have been witnessed in the sales and customer
relations departments.
Such changes do not imply that the company will now function like a smaller
one.
The workforce may have been reduced, and salary expenses cut down, but
responsibilities are still the same and have been redistributed between the
remaining sales representatives.