The Sales Process at Xerox Typically Follows the Six Stages

question 8

Multiple Choice

The sales process at Xerox typically follows the six stages of the personal selling process.During the first stage,Xerox identifies potential clients through __________.

• A)responses to advertising,referrals,and telephone calls
• B)sending their salesforce to visit competitors' customers
• C)sending their salesforce to visit former customers to win them back
• D)an agreement with local repair shops that supply customer information in exchange for the right to carry Xerox products in their stores
• E)selling printer paper with the Xerox watermark to create brand awareness

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Definitions:

Social Facilitation

The tendency for people to perform differently when in the presence of others than when alone.

Deindividuation

A psychological state where individuals in a group lose self-awareness and feel less responsible for their actions, often leading to uninhibited behavior.

Elaboration Likelihood Model

A dual-process theory describing the change of attitudes and the manner and likelihood that leads to a change through either central or peripheral route processing.

Central Route

A method of persuasion that involves thoughtful consideration of the arguments and content of a message.