ScranTone Is a Paper Mill and Supplier Serving the Upper

question 55

Multiple Choice

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-The first step Kevin Salazar should take in preparing for the presentation is to:

• A)revisit the discount schedule for educational purchasers
• B)review his notes from the previous presentation he made to the buyer
• C)renew his personal commitment to pursuing the sale
• D)research the competition on the Internet
• E)revise the standard PowerPoint presentation

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Definitions:

Collecting Data

The process of gathering and measuring information on variables of interest in an systematic fashion, enabling one to answer stated research questions, test hypotheses, and evaluate outcomes.

Empirical Evidence

Information acquired by observation or experimentation that is used to confirm the validity of a hypothesis or theory.

Logical

Pertaining to reasoning or the application of strict principles of validity in reasoning, often used in the context of logical deduction or argumentation.

Unobserved

Not seen or noticed, often referring to variables or factors that have not been measured or accounted for in a study or experiment.