X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process. X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees. Characters in case: Company X To discuss: The way X Company creates its customer value through its personal selling process. Introduction: A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

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Answer 1

Question

Chapter 20, Problem 1VC

Summary Introduction

Case summary:

X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process.

X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees.

Characters in case:

Company X

To discuss: The way X Company creates its customer value through its personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

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Answer 2

Question

Chapter 20, Problem 1VC

Summary Introduction

Case summary:

X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process.

X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees.

Characters in case:

Company X

To discuss: The way X Company creates its customer value through its personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

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Check out a sample textbook solution

See solution

Answer 3

Question

Chapter 20, Problem 1VC

Summary Introduction

Case summary:

X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process.

X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees.

Characters in case:

Company X

To discuss: The way X Company creates its customer value through its personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

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Check out a sample textbook solution

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Answer 4

Question

Chapter 20, Problem 1VC

Summary Introduction

Case summary:

X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process.

X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees.

Characters in case:

Company X

To discuss: The way X Company creates its customer value through its personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

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Check out a sample textbook solution

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Answer 5

Chapter 20, Problem 1VC

Summary Introduction

Case summary:

X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process.

X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees.

Characters in case:

Company X

To discuss: The way X Company creates its customer value through its personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Answer 6

Chapter 20, Problem 1VC

Summary Introduction

Case summary:

X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process.

X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees.

Characters in case:

Company X

To discuss: The way X Company creates its customer value through its personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Answer 7

Chapter 20, Problem 1VC

Summary Introduction

Case summary:

X Company was founded in 1906 and it’s a photographic paper manufacturers. In the year 1947, X Company got the license for xerographic patents. In the year 2001, X Company came up with a shift to a consultative selling model. This helps the consumers to use single equipment rather than many. Person AC from city W shared her experience in the stages of personal selling process.

X Company gives eight weeks training to its sales representative. Later X Company becomes the one of the leading company with more than 8,000 sales professionals, 100,000 employees, and 9,000 technical service employees.

Characters in case:

Company X

To discuss: The way X Company creates its customer value through its personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Answer 8

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Answer 9

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Answer 10

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Answer 11

Ch. 20.1 - Prob. 20.1LO Ch. 20.1 - Prob. 20.1LR Ch. 20.1 - Prob. 20.2LR Ch. 20.1 - Prob. 1MM Ch. 20.2 - Prob. 20.2LO Ch. 20.2 - Prob. 20.3LR Ch. 20.2 - Prob. 20.4LR Ch. 20.3 - Prob. 20.3LO Ch. 20.3 - Prob. 20.5LR Ch. 20.3 - Prob. 20.6LR

Solution Summary: The author explains how X Company creates its customer value through its personal selling process.

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Chapter 20 Solutions