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:

Statute of Frauds

A legal principle requiring certain contracts to be in writing to be legally enforceable, such as contracts for the sale of land.

Consideration

The value (such as money, service, or goods) that is promised by one party to another in exchange for performing or promising to perform an act.

Conditional Acceptance

An agreement to accept an offer based on specific conditions being met.

Equitable Estoppel

A legal doctrine preventing a party from denying or asserting anything to the contrary of what has been established as truth, due to previous actions, conduct, or statements.