Question: HCL is an Indian multinational with its headquarters based in Delhi. It has total revenue of $11Billion with net income of $2.8 Billion across all

HCL is an Indian multinational with its headquarters based in Delhi. It has total revenue of $11Billion with net income of $2.8 Billion across all its business units which has both information technology services and products. Based on the success of its local laptop brands in the Indian marketplace, HCL would like to enter the high-end laptop/notebook segments by distributing Dell products. Laptops/notebooks as a product category fall in both the B2B (Business to Business) as well as B2C (Business to consumer) segments. As the Vice President Sales for HCL-Dell laptops, you are required to come out with a sales management strategy covering sales methodology and budgeting: a) Out of the 5 theories of buying namely AIDAS, Buying Formula theory, Behavioral equation theory SPIN and Right set of circumstances theory, which would be used by you to build a sales methodology for HCL-Dell laptops? Please justify your choice of methodology. 500 words

b. Out of the top down and bottom-up methodology for setting budgets which of them would be used by you for HCL -Dell laptops and why? 500 words

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