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Título: XEROX`S SELLING STRATEGY CASE
Autor(es): ADELINE DE MEDEIROS RAMALHO
Colaborador(es): RODOLFO ALVES HORTA - Orientador
Catalogação: 03/AGO/2005 Língua(s): PORTUGUESE - BRAZIL
Tipo: TEXT Subtipo: SENIOR PROJECT
Notas: [pt] Todos os dados constantes dos documentos são de inteira responsabilidade de seus autores. Os dados utilizados nas descrições dos documentos estão em conformidade com os sistemas da administração da PUC-Rio.
[en] All data contained in the documents are the sole responsibility of the authors. The data used in the descriptions of the documents are in conformity with the systems of the administration of PUC-Rio.
Referência(s): [pt] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=6730@1
[en] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=6730@2
DOI: https://doi.org/10.17771/PUCRio.acad.6730
Resumo:
This assignment is a descriptive study about the recent changes in Xerox`s selling management. Since the 70`s, when Xerox`s patents expired, the company has seen the competitors trying unsuccessfully to explore the photocopy market. However, there were big changes in technologies and these products have been more and more close to domestic market and small companies. After a very little time organizations didn`t want bigger equipments any longer. Quite the opposite, the smaller the better. After discovering that, Xerox pictured itself in a terrible financial situation and started to reviewing its selling strategy, changing the focus to their clients. The objective of this study is to describe what was done by Xerox to conquer this goal.
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