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.
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Chapter 20 Solutions
Marketing - Standalone book
- 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
