It is this knowledge and experience acquired when she was working as a sales representative that enabled her to launch the six-stage selling process at Xerox that completely revolutionalized the company’s sales volumes as well as maintain consumer satisfaction (Lorimer, Sinha & Zoltners, 2006).
Customer value is what attracts new customers to a company’s products and services, as well as retaining existing ones as loyal customers of the company. Xerox Corporation creates customer loyalty using a six-stage personal selling process. Each of these stages gears at ensuring the customer gets the best value the company can offer from its products and services. The stages involve identify customer needs, preparing presentations and approaching potential clients for a sales discussion. An open question and answer session follows to ensure the customer gets all the information he or she requires about the company, or about a particular product or service provided by the company. Later on, the sales representative does a follow up on the customer to check on their enthusiasm about the company’s products and services as well as offer other after-sale services. The successful conclusion of this six-stage process ensures the customer gets the best consumer experience and value from the company.
Alison Capossela is basically the face of the company owing to the duties and tasks she performs for Xerox Corporation. She is a sales representative at the company, and as such, a principal contact for their customers. ...