ScranTone Is a Paper Mill and Supplier Serving the Upper

question 58

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.
-How can Kevin make his presentation strategy more persuasive than technical,to appeal to the buyer's emotions?

• A)Kevin can emphasize ScranTone's lower prices to the buyer.
• B)Kevin can reveal that this sale will be a significant portion of his quota,and ask the buyer to help him reach his goal.
• C)Kevin can help the buyer calculate the extra delivery costs from his current supplier.
• D)Kevin can focus on the specific benefits to the buyer of buying ScranTone's paper and of working with him through the full buying cycle.
• E)Kevin can build rapport with the buyer by talking about mutual acquaintances.

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Definitions:

Necrotic Lesions

Areas of dead tissue on an organism that result from disease, injury, or lack of blood supply.

Casparian Strips

Regions of cell walls in plant roots that form a barrier to passive water and solute movement, helping to regulate water and nutrient uptake.

Photoperiodic Response

The physiological reaction of organisms to the length of night or day, affecting flowering, reproduction, and other seasonal activities.

Short-day Plant

Plants that require long nights (short days) to induce flowering.