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.

Appreciate the importance of ethical practices and integrity in accounting.

Understand the fundamentals and importance of the accounting cycle.

Identify and describe the key financial documents used by organizations.

Recognize the various types of expenses and their implications in financial management.

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Definitions:

Tax

The amount of money a person must pay to the government to benefit from government services.

Marriage Penalty

A situation in the tax code where married couples end up paying more combined tax than they would as two single individuals.

Taxable Income

The amount of an individual's or corporation's income used to determine how much tax is owed to the government.

File Jointly

The process by which a married couple combines their income and deductions to file a single tax return.