Word: xeroxes
(lookup in dictionary)
(lookup stats)
Dates: all
Sort By: most recent first
(reverse)
...Maxey Jarman can fairly claim to be a business expert. Yet Jarman is going back to school. He recently struggled to jot down answers to questions on a long series of statements, spoken in everything from pure Bronx to a Southern drawl, on a tape recording prepared by the Xerox Corp. "I thought I was a pretty good listener," Jarman said after sampling the 21-hour session. "Then I took that test and found out I wasn't." Jarman has company. Staffers from some 600 firms have been taking lessons from an improbable corporate schoolmaster. Since...
Biggest seller by far is the listening course, which a plant or office can buy from Xerox for a basic $1,200 fee plus a small charge ($1.80 to $3.50) for each enrollee. Xerox sells its customers on the fact that managers spend 45% of their time listening to others; yet let most of what they hear go in one ear and out the other. The half-day drill brings marked improvement: "retention" rates in one group of salesmen (notoriously poor listeners) rose from 20% to 84% after the course. Jarman was so enthusiastic about the program that he ordered...
...paid a minimum $6,300 to send more than 10,000 salesmen through the 25-hour "professional selling skills" course. In small groups of six or so, the pitchmen analyze realistic, tape-recorded selling situations, then break off for "roleplay" sessions with "pretend" customers. The students soon overcome what Xerox's Ted Lee says is the salesmen's major hangup: "Most salesmen hate to ask for a final sales commitment because they are afraid of getting turned down...
Using a similar format, Xerox's course in "problem-solving discussion skills" does for bosses what the selling course does for salesmen. "Most managers," says a Xerox staffer, "are not able to face a subordinate, analyze a problem and reach a solution." To the problem-solving course have come 2,000 employees from Ford, 600 from Westinghouse and 300 from Procter & Gamble. Now offering its lessons mainly to production and manufacturing managers, Xerox is working on a variation for marketing types, will introduce something for general corporate executives late this year...
...ranch's municipal neighbor to the north. Centered on the University of California's new Irvine campus, for which the company shrewdly donated 1,000 acres in 1960, the plan calls for an industrial park (which already has 60 contracted occupants, including McDonnell Douglas and Xerox) and residential sectors now abuilding to combine into a self-supporting community...