Management of sales force: 'Xerox'

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Management of sales force: 'Xerox'

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Abstract

Introduction

Xerox is a global company that is very active in the sector of office, printing and digital technology. However, in this paper we will restrict ourselves to discussing Xerox's operations in France. The headquarters of this company is Saint Denis (Seine Saint Denis). The company works through grants or licenses. In the course of our article, we will discuss the license that covers department 77 (Seine et Marne). Licenses operate almost identically throughout France and have been between 10 and 50 commercial licenses.

I. Company Profile

On the 31st of December 2005, Xerox calculated a turnover of 850 million euros, making it the leading company in the industry of document management. The company markets a range of innovative digital printing presses that in work for color as well as black and white copiers. These digital presses and digital copiers are multifunction devices. Xerox's mission is to help clients improve their work processes and results by using advanced technology, products and services to produce first-rate documents.

The firm was founded in 1963. At the moment, the company has approximately 2,000 employees in France. The company is in the form of an SAS (simplified joint stock company) and its registered capital is 143,154,185 euros.

With research centers in the United States, Canada and Europe, the Xerox Corporation is one of the most innovative companies when it comes to technology. These centers work in the fields of color science, computing, systems, advanced materials and other disciplines that are related to the expertise of Xerox i.e. printing and document management. Xerox integrates its inventions into its products and its solutions, utilizes them to create new opportunities and licenses or sells these inventions to other firms.

Tags: Xerox employee management in France, Xerox employee remuneration, Xerox employee training

Introduction
External analysis
1. Definition of the industry
2. Analysis of economic forces affecting the industry (PESEL)
3. Industry Analysis: Porter's Five Forces
4. Industry segmentation
Internal Analysis
1. Defining the Enterprise
2. Resource Analysis
3. Skills Analysis
4. Balanced ScoreCard analysis
5. Analysis of Corporate Governance
Final analysis
Conclusion

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[...] The firm was founded in 1963. At the moment, the company has approximately 2,000 employees in France. The company is in the form of an SAS (simplified joint stock company) and its registered capital is 143,154,185 euros. With research centers in the United States, Canada and Europe, the Xerox Corporation is one of the most innovative companies when it comes to technology. These centers work in the fields of color science, computing, systems, advanced materials and other disciplines that are related to the expertise of Xerox i.e. [...]

[...] The best business of the month should be placed in a position of honor on the premises of the company. To avoid internal problems, it seems like a good idea to create a good atmosphere that encourages fraternity. • The sale of products Instead of being assisted by a technician who is sent from the headquarters, a technician from that particular region should be sent. This technician could take care of several businesses and would be more effective in the assistance of a business. [...]

[...] Outlets are prioritized and marked by labels that are from P1 to P5. P1 represents big business not only in terms of the number of employees and business areas but also according to their needs and the potential number of Xerox machines. For example : A law firm will have a great need for a Xerox machine in the office and will be ranked as prospect P1.The prospects are thus classified according to the potential turnover in decreasing order. Therefore, P5 represents small craft businesses (plumbers, masons) that have small needs. [...]

[...] - The large size range: These are meant mainly for architectural plans. The pricing policy that Xerox has employed uses their commercial ability to their advantage and set the prices themselves. They have, in their possession, a basic rate which is the amount that sets the price limit for the customer. A salesperson can sell a machine to one customer for 3000 euros and to another for 5000 euros. Benefits, in kind, are granted to commercial properties: - A company car (If the business has its own car, then compensation system for its upkeep). [...]

[...] What is the case for a new collaborator? All vendors of Xerox machines undergo the same training which lasts for 10 to 25 days. Earlier, the training sessions were held at the school called Xerox, this session lasted for about one to three months. Sales began to drop so this session was scrapped. Xerox training is now done as a seminar and lasts for about a week. The seminars are held at the headquarters and are specific to a particular topic. [...]

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