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To: Flan who wrote (29293)2/4/1998 8:44:00 PM
From: Patrick E.McDaniel  Respond to of 176387
 
Flan, I can't answer your questions on the procedures Dell uses to get new clients.

Other than advertising and by word of mouth, I don't know if Dell contacts by cold calls.

Pat



To: Flan who wrote (29293)2/4/1998 11:59:00 PM
From: Dwight E. Karlsen  Read Replies (1) | Respond to of 176387
 
Flan, Dell's strength is their ability to very successfully "sell to the corporate market with direct sales people". That's how they built their business. For instance, at Comdex Dell rented out a hotel suite in which they wheeled and dealed with corporate clients. They didn't bother having a booth on the Comdex floor.

DK


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