Concept explainers
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.
Want to see the full answer?
Check out a sample textbook solution
Chapter 20 Solutions
Marketing
- Would there be instances when creating a marketing plan would be more of a liability than an asset? Why?arrow_forwardDiscuss the advantages and disadvantages of developing a long term sales plan, given the relative unpredictability of the market?arrow_forwardPropose a new selling strategy for the organization based on your analysis of the organization’s current selling strategies.arrow_forward
- How do you calculate the return on marketing investment (rOMI)? How can a business benefit from seeing marketing as an investment rather than an expense?arrow_forwardIf you were to decide on what type of marketing method to employ for your business, what would you choose, and why?arrow_forwardSummarize the manner in which the Marketing Concept (section 11-3) has evolved from the start of the Industrial Revolution to now. Make sure to discuss product orientation vs. sales orientation vs. customer orientation.arrow_forward
