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:

Extraneous Variables

Factors in a study that could undermine the internal validity by influencing the dependent variable in a way not intended by the research.

Independent Variables

Variables in an experiment that are manipulated or changed by the researcher to observe their effect on dependent variables.

Counterbalanced Crossover Design

An experimental design where participants are exposed to multiple conditions in a sequence that is randomized to control for the order effects.

Posttest

An evaluation or test conducted after the completion of an educational or training program to measure what participants have learned.