Marketing
14th Edition
ISBN: 9781259924040
Author: Roger A. Kerin, Steven W. Hartley
Publisher: McGraw-Hill Education
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Question
Chapter 20, Problem 3VC
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 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
Marketing
Ch. 20.1 - Prob. 20.1LOCh. 20.1 - Prob. 20.1LRCh. 20.1 - Prob. 20.2LRCh. 20.1 - Prob. 1MMCh. 20.2 - Prob. 20.2LOCh. 20.2 - Prob. 20.3LRCh. 20.2 - Prob. 20.4LRCh. 20.3 - Prob. 20.3LOCh. 20.3 - Prob. 20.5LRCh. 20.3 - Prob. 20.6LR
Ch. 20.3 - Prob. 20.7LRCh. 20.4 - Prob. 20.4LOCh. 20.4 - Prob. 1MRDCh. 20.4 - Prob. 1MIAMCh. 20.4 - Prob. 20.8LRCh. 20.4 - Prob. 20.9LRCh. 20.4 - Prob. 20.10LRCh. 20 - Prob. 1AMKCh. 20 - Prob. 2AMKCh. 20 - Prob. 3AMKCh. 20 - Prob. 4AMKCh. 20 - Prob. 5AMKCh. 20 - Prob. 6AMKCh. 20 - Prob. 7AMKCh. 20 - Prob. 1BYMPCh. 20 - Prob. 2BYMPCh. 20 - Prob. 3BYMPCh. 20 - Prob. 4BYMPCh. 20 - Prob. 5BYMPCh. 20 - Prob. 1VCCh. 20 - Prob. 2VCCh. 20 - Prob. 3VC
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