From: johnn@eskimo.celestial.com (John Navitsky)
Subject: Re: Ensuring DEC's success
Organization: =>ESKIMO NORTH (206) 367-3837 SEATTLE, WA.<=
Date: Sun, 27 Sep 1992 08:51:16 GMT

In article <MORSE.92Sep24091325@quark.mpr.ca> morse@quark.mpr.ca (Daryl Morse) writes:
>
>In article <19rjplINN67u@cs.widener.edu> YOUNG@tattoo.cs.widener.edu
>(Rob Young) writes:
>
>>   Well, just how can DEC ensure their success?  I have my own
>>   opinions.  I tend to ramble so if I lose you, don't worry (be
>>   happy).

[...]

>>   It is my hope that we see a much more aggressive DEC now that
>>   Robert Palmer has taken over.  Ken Olsen was wise in turning the
>>   company over to someone that is "young and aggressive".  From
>>   reading I understand that Digital has never had commissions for
>>   their sales staff.  I believe the prevailing opinion is that Mr.

In working with my DEC sales person, I get a _very_ strong feeling that
he _is_ working on some sort of reward basis.  In fact, he was nervy enough
to fax copies of purchase orders for equipment that didn't have his 'badge
number' on so he could get credit.  (I might add that some of these orders
he really didn't have anything to do with anyway).  

>>   Palmer is going to change that (or maybe he already has?).  Sales
>>   seem to rise when based on a reward/commission basis.  Feel free to
>>   follow up and correct where my ideas are unrealistic/wrong or to
>>   add your own.

Well, I have to say I dislike reward/commission systems.  To me (as a 
consumer) the sales staff seem pushy and are more concerned about getting
a sale rather than making me happy.  Also as a customer, I perfer to do
my business with someone pleasant, and that deals with total satisfaction
in mind; and in fact will (have) changed vendors because I did not like
their service.  

Also I have to say [flame on] that none of the DEC sales staff seem to
know their product line.  It seems to be of their oppinion that this
stuff is someone elses job.  They seem very eager to refer you to DEC
direct for service, etc.  Possibly this is because we are little fish
and they feel they have more importaint fish to fry... But, if DEC is
to be competitive, they need to fry all the fish they can get.  (not to
mention it's just good business)  In all, I cannot imagine someone in
sales not to know (or at least find out quickly) how his (or her) xyz
compares with the competition and why you should buy DEC.  I mean, isn't 
that their job?!  ok, [flame off] enough said.
 
>I don't know about commissions, but the company has to shed is
>prevailing image as a pushover if its success is to be ensured.
>
>>   " I see Dave Cutler, the man who created VMS, every time I go to
>>   Seattle.  He is working on Microsoft NT, which I think is going to
>>   be very far-reaching.  It's going to grab the rug out from under
>>   Unix."
>>							    -- Gordon
>>							    Bell
>
>With this in your .sig, I'm surprised that you didn't comment on NT.
>If they properly exploit NT, DEC has an opportunity to make a
>significant impact on boxes sitting on many, many desktops. (Just
>think about how many PCs will be tossed into the bin during the next
>few years.) The thing that I find almost funny is that many UNIX
>bigots seem to be too clued out to realise the potential of NT.
>
>That's my two bits...
>
>--
>Daryl Morse                     | Voice  : (604) 293-5476
>MPR Teltech Ltd. 		| Fax    : (604) 293-5787
>8999 Nelson Way, Burnaby, BC    | E-Mail : morse@mpr.ca
>Canada, V5A 4B5                 |        : mprgate.mpr.ca!morse@uunet.uu.net


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    ||   John Navitsky   `,`,`,`,   e-mail >>  johnn@eskimo.celestial.com  || 
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