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This efficient system of distribution was possible only because the company was able to align its resources and capabilities with customer expectations. The company was able to build huge and highly integrated and efficient external as well as internal sales forces. The external sales force was entrusted with the responsibilities of understanding customer expectations and making sure that each and every aspect of the PC was build according to customer specifications. The internal sales...
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Common topics in this essay:
- Competition leads to a more efficient use of resources
- Harvard Case - Matching Dell
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