ScranTone Is a Paper Mill and Supplier Serving the Upper

question 27

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 head of purchasing 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 again two months ago but was unable to make a sale.
-Why would Kevin Salazar most likely meet with purchasing agent again after being denied a sale?

• A) Kevin's sales manager requires that he use a canned presentation.
• B) Kevin needs to meet a quota of sales presentations for the month.
• C) The competition offers an inferior product to Kevin's company.
• D) The previous presentation focused too much on customer needs.
• E) Kevin wants to show a strong commitment to getting the buyer's business.

Assess different retirement investment choices based on risk and potential returns.

Describe major functions of an investment committee.

Compare risk preference impact on investment choices.

Explain the concepts of active and passive fund management.

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Definitions:

Emotional Component

Aspect of a reaction or response characterized by feelings and sentiments.

Cognitive Component

An aspect of attitude related to beliefs, knowledge, and thoughts about a subject or issue.

Attitudes

An established mindset or emotional stance regarding a person or object, usually manifested in how one acts.

Cognitive Component

The aspect of attitudes that encompasses beliefs and knowledge about a subject, influencing how we think and understand.