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Selling Concept

After obtaining his MBA in 1977, Robert Taaffe joined the Xerox Corporation as a sales representative. He began by selling small copiers valuedal under $20.000 to doctors, lawyers. and shop owners. By 1980 Taaft
had become a sales specialist for $100.000+ Xerox machines that could generate 25.000 to 500.000 copies each month.
A typical sale would involve several months, joint sales presentations with other Xerox personnel, and a number of meetings with a customer’s executives.
 An important part of  sales analysis was uncovering the customer’s decision process:  H’s a mistake to leave any stone unturned One thing  I‘m always trying to hang out is the decision-making process within a given company: who the key people arc. Ii often has nothing to do with a person’s  title,’In 19g0, three years after entering the Xerox sales force,  was earning between $40.000 and $50.000 One third was in salary and the remainder in commission.
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