The Sales Process at Xerox Typically Follows the Six Stages

question 146

Multiple Choice

The sales process at Xerox typically follows the six stages of the personal selling process.During the fourth stage,as the presentation begins,the salesperson

• A)explains why competitor's products are inferior.
• B)summarizes relevant information about potential solutions.
• C)requests a meeting with the company gatekeeper.
• D)requests a meeting with the official buyer to determine the possibility of a sale.
• E)gets a signed document or confirmation of the sale.

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Definitions:

Societal Factors

The social and cultural elements that influence individual behavior, values, and social structure.

Power Differences

The variations in authority, influence, or strength between individuals or groups within a social or organizational context.

Prejudice

A preconceived opinion or judgment about someone or something that is not based on reason or actual experience; often involves negative attitudes or discrimination.

Discrimination

The unjust or prejudicial treatment of different categories of people, especially on the grounds of race, age, or sex.