ScranTone Is a Paper Mill and Supplier Serving the Upper

question 53

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.
-If the head of purchasing 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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Definitions:

Job Order Cost Accounting System

An accounting system that accumulates costs for each individual job or project to determine its profitability.

Service Business

A type of business that provides intangible products or services to customers rather than physical goods.

Materials Costs

The costs associated with the raw materials used in the production of goods or services.

Factory Overhead

Indirect manufacturing costs that cannot be directly attributed to specific products, including costs associated with maintaining and operating the production facilities.