The Sales Process at Xerox Typically Follows the Six Stages

question 173

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 using an urgency close.
• 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.

---

Definitions:

Physiological Arousal

The body's automatic, physical response to stimuli, characterized by increased heart rate, breathing, and energy preparation, often associated with stress or excitement.

Capilano Bridge Experiment

An experiment that studied the misattribution of physiological arousal, where participants attributed their increased heart rate caused by a suspension bridge to an attraction to an interviewer.

Attractive

Pertains to possessing features, qualities, or characteristics that appeal to the aesthetic senses, especially sight, or which evoke interest or desire in others.

Interesting

Something that captures attention or arouses curiosity due to its appealing or stimulating qualities.