The Sales Process at Xerox Typically Follows the Six Stages

question 322

Multiple Choice

The sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests

• A)several product alternatives.
• B)several solutions to perceived problems the salesforce has identified.
• C)different pricing options.
• D)a meeting and presentation.
• E)a visit to corporate headquarters for a complete tour of the facilities.

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Definitions:

Feedback Control

A system or process that regulates itself by monitoring its own output and feeding back information to make adjustments.

Internal Control

Mechanisms or procedures implemented by a company to ensure the integrity of financial and accounting information, promote accountability, and prevent fraud.

Hot Stove Rule

A principle in management and discipline that suggests consequences should be immediate, consistent, impersonal, and close to the action of misconduct, akin to touching a hot stove.