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:

Involving Others

The act of engaging additional individuals in activities or decision-making processes to leverage diverse perspectives and expertise.

Planning Process

A systematic series of steps taken to achieve a specific aim, including goal setting, strategy development, and resource allocation.

Benchmarking

The practice of comparing business processes and performance metrics to industry bests and best practices from other companies.

External Comparisons

The act of evaluating one's performance, practices, or characteristics by measuring them against those of other entities or benchmarks.