The Sales Process at Xerox Typically Follows the Six Stages

question 50

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 teleconference 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.

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Definitions:

Performance Appraisal System

A formal process through which employee performance is assessed, typically on a regular basis, against defined objectives and criteria.

Administrative Work

Tasks related to the organization and processing of information within a company, including clerical duties, maintaining records, and other office procedures.

Career Plans

Organized sequences of personal goals, strategies, and resources aimed at achieving career success and advancement.

Critical Incidents

Significant events or situations that have a profound impact on an operation or system, often necessitating immediate response.