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Sales Strategy Assignment Carol Boate , Victoria Joseph, Heather McLeod, Tatiana Leiningen March 18 th , 2014

Sales Strategy Assignment Carol Boate , Victoria Joseph, Heather McLeod, Tatiana Leiningen March 18 th , 2014. About Xerox. Multinational enterprise providing a variety of services and technology within the document services and digital imaging industry. About Xerox (Cont’d). Services:

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Sales Strategy Assignment Carol Boate , Victoria Joseph, Heather McLeod, Tatiana Leiningen March 18 th , 2014

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  1. Sales Strategy Assignment Carol Boate, Victoria Joseph, Heather McLeod, Tatiana Leiningen March 18th, 2014
  2. About Xerox Multinational enterprise providing a variety of services and technology within the document services and digital imaging industry
  3. About Xerox (Cont’d) Services: Business process outsourcing Information technology outsourcing Technology: Printers Multifunctional systems Photocopiers
  4. About Xerox (Cont’d)
  5. About Xerox (Cont’d) Fun Facts: Employs 140,000+ people worldwide Active in 160 countries Did you know that in 2000 they almost filed for bankruptcy? Xerox Canada –”the jewel in the Xerox crown”
  6. About Xerox (Cont’d) Core Values: Environmental sustainability Research and development Lean Six Sigma
  7. The History of Xerox Founded in 1906 as The Haloid Company Went public in 1936 First Xerographic image printed in 1938 Became Xerox Corporation in 1961
  8. Sales Strategy Three Levels to consider:
  9. Sales Strategy (Cont’d)
  10. Strategy Implementation Set and manage customer expectations Set milestones that bring you to the end result “Don’t want to boil the ocean” Use expertise to uncover what you are looking to accomplish
  11. Monitoring and Measuring Success Log sales activities Sales Management Process (SMP) Quotas Analytics
  12. How Does Xerox Rate Against its Peers? Gartner Magic Quadrant:
  13. Tactics for Promoting Sales Rewards: Compensate for overachievement Commission-based environment Tactics: Third party processes “Death by Numbers” Internal sales training
  14. Alignment with Course Material Need Discovery Questioning Confirmation Probing Presentation Preparation Know Your company
  15. Alignment with Course Material (cont’d) Typical Buying Process:
  16. How Can Xerox Improve? Typical Buying Process (cont’d): Purchase Implementation
  17. Thank you! References J. Coates, personal communication, February 19th 2014 Janjigian, V. (2002). Xerox back from the brink. Forbes. Retrieved from http://www.forbes.com/2002/11/06/1106soapbox.html Xerox Corporation (2013).Who we are today. Retrieved from http://www.xerox.com/downloads/usa/en/x/Xerox_Fact_Sheet_Who_We_Are_Today.pdf
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