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:

Variable Cost

Costs that change in proportion to the level of production or sales, such as materials and labor directly involved in manufacturing.

Marginal Cost

The increase in cost resulting from the production of one additional unit of a good or service.

Fixed Input

An input whose quantity is constant and cannot be changed in the short run.

Short Run

A period in economics during which some factors of production are fixed, limiting the ability of a business to fully adjust to market changes.