Xerox's internal benchmarking strategy has paid off by examining the operations of its various country divisions. For example, Xerox Europe, a $6 billion subsidiary of Xerox Corp., formed teams to see how better sales could result through internal benchmarking. Somehow, France sold five times as many color copiers as did other divisions in Europe. By copying France's approach, namely, better sales training and use of dealer channels to supplement direct sales, Norway increased sales by 152%, Holland by 300%, and Switzerland by 328%! Based on the above information answer the following: 

a) What feature did Xerox determine to benchmark? (2 marks) 

b) Why did France sell more color copiers compared to the other division? (4 marks)

Answer rating: 100% (QA)

a Xerox determined to benchmark the sales approach specifically focusing on sales training and the u... View the full answer