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 importance of Xerox training program to the company’s success
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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Chapter 20 Solutions
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