The Sales Process at Xerox Typically Follows the Six Stages

question 131

Multiple Choice

The sales process at Xerox typically follows the six stages of the personal selling process.During the first stage,Xerox identifies potential clients through

• A)responses to advertising,referrals,and telephone calls.
• B)sending salespeople to visit competitors' customers.
• C)sending salespeople to visit former customers to win them back.
• D)an agreement with local repair shops that supply customer information in exchange for the right to carry Xerox products in their stores.
• E)selling printer paper with the Xerox watermark to create brand awareness.

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Definitions:

Carl Rogers

An influential American psychologist who founded the humanistic approach to psychology, emphasizing the importance of free will, self-actualization, and empathy in personal development.

Abraham Maslow

A psychologist known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs.

Cognitive Psychology

A branch of psychology focused on the study of mental processes such as perception, memory, thought, and problem-solving.

Mental Processes

The internal, covert activities of the mind, such as thinking, feeling, and problem-solving, that are not directly observable.