The Sales Process at Xerox Typically Follows the Six Stages

question 297

Multiple Choice

The sales process at Xerox typically follows the six stages of the personal selling process.During the sixth stage,the salesperson continues to meet and communicate with the client to

• A)remove all competitors' products from the clients' offices.
• B)sell ancillary and complementary products.
• C)provide assistance and monitor the effectiveness of the installed solution.
• D)request leads for other potential sales.
• E)offer special price incentives for future pre-buys.

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Definitions:

Aversive Conditioning

A method of behavior modification that involves the use of unpleasant stimuli to reduce or eliminate unwanted behavior.

Systematic Desensitization

A therapeutic technique used to reduce anxiety by gradually exposing the patient to the feared object or situation.

Aversive Conditioning

A method of behavioral training in which an unwanted behavior is associated with discomfort in order to discourage that behavior.

Transference

The process in psychotherapy where patients project feelings and attitudes from a past relationship onto the therapist.