The Sales Process at Xerox Typically Follows the Six Stages

question 184

Multiple Choice

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

• A)having a cross-functional team conference before each customer encounter.
• B)preparing state of the art presentations about the newest Xerox printer technologies.
• C)familiarizing themselves with the potential client and its document needs.
• D)secretly visiting the client as a "mystery shopper" to uncover any potential problems of which the firm may be unaware.
• E)role-playing different possible scenarios that might occur during the actual sales presentation.

---

Definitions:

U.S. Court of Appeals

A federal court system responsible for hearing appeals from district courts and certain administrative agencies.

Conflict Resolution

The process of resolving or finding a solution to a dispute or disagreement between parties.

Conceptual Skills

The ability to understand complex ideas and problems, and to develop creative and effective solutions.

Bargaining Power

The ability of one party to exert influence over another in negotiations to achieve favorable terms.