TRABALHOS DE FIM DE CURSO @PUC-Rio
| Título: | XEROX`S SELLING STRATEGY CASE | ||||||||||||
| Autor(es): |
ADELINE DE MEDEIROS RAMALHO |
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| Colaborador(es): |
RODOLFO ALVES HORTA - Orientador |
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| Catalogação: | 03/AGO/2005 | Língua(s): | PORTUGUESE - BRAZIL |
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| 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. |
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| 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 |
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| DOI: | https://doi.org/10.17771/PUCRio.acad.6730 | ||||||||||||
| Resumo: | |||||||||||||
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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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