ScranTone Is a Paper Mill and Supplier Serving the Upper

question 22

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.
-If the purchasing agent does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should most likely:

• A)remove the buyer from the CRM system
• B)send the purchasing agent a letter outlining the weaknesses of the competition
• C)make contact with the purchasing agent again in six months
• D)call the purchasing agent to ask for the order in two weeks
• E)send the purchasing agent a bound paper presentation for further review

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