Dell's difficulties in adapting its sales model to sell through retail outlets can be explained by:
A)The extent to which its direct sales model was developed
B)CEO Michael Dell's lack of will to do so
C)The cost of the change
D)Top managers' lack of change management capabilities

Question

Quizplus · Accepted Answer

Dell had built its business on a direct sales model and had perfected this model over the years. Adapting to a new sales model through retail outlets would require significant changes in its existing processes, systems, and culture. This made it difficult for Dell to make the transition smoothly.

Dell's Difficulties in Adapting Its Sales Model to Sell Through