Xerox Personal Selling
1.1 Executive Summary
This report was commissioned in order to analyze a business to business selling scenario between the Xerox corporation and a fictional company; Aliments Capital.
The industry which the report is based on is the document management services industry, of which Xerox is a part of. The second industry which the report focuses on is the frozen food manufacturing industry, of which Aliments Capital is a part of.
The product that the proposal is based on is the Xerox ColorQube 9203 model; a state of the art multi-function color printer. It was selected after careful analysis of Aliments Capital’s primary needs.
The first contact with the prospect was a Cold Call to Ms. Blais; the director of IT at Aliments Capital. The telephone call ultimately proved unsuccessful as the team failed to establish any further commitments or an appointment with the prospect. It was helpful however in realizing the value of listening and employing assertiveness.
The second contact with the prospect was an in person scheduled meeting at the Aliments Capital headquarters. This was much more productive than the cold call, and thus the team was able to uncover essential needs and information through the use of clever information gathering techniques.
The team was able to successfully secure a second meeting to put forth a proposal. Finally, the team was able to utilize its experience to summarize important findings and recommend improvements. Listening should be a top priority in scenarios such as this one, as well as adaptive selling in order to accommodate different social styles. Also sellers should put emphasis on being assertive rather than being aggressive and simply laying out facts about the product.
1.2 Table of Contents
Contents
1.3 The Document Handling Industry 3 1.3.1 The Document industry 3 1.3.2 Xerox’s competitors in this industry 3 1.3.3 Ricoh 3 1.3.4 Canon 4 1.3.5 Konica Minolta 4 1.4 Xerox Company Profile 4 1.5 The Food
This report was commissioned in order to analyze a business to business selling scenario between the Xerox corporation and a fictional company; Aliments Capital.
The industry which the report is based on is the document management services industry, of which Xerox is a part of. The second industry which the report focuses on is the frozen food manufacturing industry, of which Aliments Capital is a part of.
The product that the proposal is based on is the Xerox ColorQube 9203 model; a state of the art multi-function color printer. It was selected after careful analysis of Aliments Capital’s primary needs.
The first contact with the prospect was a Cold Call to Ms. Blais; the director of IT at Aliments Capital. The telephone call ultimately proved unsuccessful as the team failed to establish any further commitments or an appointment with the prospect. It was helpful however in realizing the value of listening and employing assertiveness.
The second contact with the prospect was an in person scheduled meeting at the Aliments Capital headquarters. This was much more productive than the cold call, and thus the team was able to uncover essential needs and information through the use of clever information gathering techniques.
The team was able to successfully secure a second meeting to put forth a proposal. Finally, the team was able to utilize its experience to summarize important findings and recommend improvements. Listening should be a top priority in scenarios such as this one, as well as adaptive selling in order to accommodate different social styles. Also sellers should put emphasis on being assertive rather than being aggressive and simply laying out facts about the product.
1.2 Table of Contents
Contents
1.3 The Document Handling Industry 3 1.3.1 The Document industry 3 1.3.2 Xerox’s competitors in this industry 3 1.3.3 Ricoh 3 1.3.4 Canon 4 1.3.5 Konica Minolta 4 1.4 Xerox Company Profile 4 1.5 The Food
Bibliography: 1. Xerox. “Xerox leads the Global Document Management Services Market”. Xerox.com. Nov 23rd, 2010.< http://futureofdocuments.blogs.xerox.com/2010/02/16/xerox-leads-the-global-document-management-services-market/ > 2 3. Xerox,” Role playing scenario for sales representative” Provided in MARK454 course pack: Sep 8th, 2010. Nov 19th, 2010. 4. Ricoh, “About Ricoh Canada” ricoh.ca. Nov 23rd, 2010, < http://www.ricoh.ca/en/about/about.aspx > 5 6. Konica Minolta, “About Konica Minolta”, konicaminoltat, Nov 23rd, 2010. < http://konicaminolta.ca/business/about/index.html 7 10. Xerox, “Xerox and the Environment: Our Sustainability Commitment Briefing Paper for Xerox Customers”, Xerox.com. Feb 4th, 2010. Nov 23rd, 2010. < http://www.xerox.com/downloads/usa/en/e/EHS_Sustainability_Commitment.pdf > 11 12. Xerox, “ 2006 Annual report” Xerox.com . 2006, Nov 23rd, 2010. < http://www.xerox.com/annualreport/2006/description_of_business_08.html > 13 14. Agriculture and Agri-food Canada. “The Canadian food Manufacturing Industry”. Agr.gc.ca Nov 23rd, 2010. < http://www4.agr.gc.ca/AAFC-AAC/display-afficher.do?id=1172068586626&lang=eng> 15 16. Xerox, “Business Color Printer and Network Scanner- Xerox ColorQube” Xerox.ca, Nov. 25th, 2010. < http://www.xerox.ca/office/multifunction-printer/colour-multifunction/colorqube-9201-9202-9203/enca.html > 17 18. Hewlett Packard, “HP Photosmart eStation All-in-One Printer Series-C510 Overview” HP.com. Nov.25th, 2010. < http://h10010.www1.hp.com/wwpc/ca/en/sm/WF05a/18972-18972-238444-410635-410635-4073314.html > 1.13 Appendices