ScranTone Is a Paper Mill and Supplier Serving the Upper

question 45

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,who has been buying from ScranTone's main competitor for three years,since a month after Kevin's last presentation to the buyer.
-If the head of purchasing does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should:

• A)list the opportunity as "Lost" in the CRM system
• B)list the opportunity as "Lost" in the CRM system and send the head of purchasing a letter outlining the weaknesses of the competition
• C)list the opportunity as "Lost" in the CRM system but set up a reminder to make contact with the head of purchasing again in six months
• D)list the opportunity as "Pending" in the CRM system and call to ask for the order in two weeks
• E)list the opportunity as "Pending" in the CRM system so the sales manager will not remove it from Kevin's pipeline report

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Definitions:

Kohlberg's Theory

A psychological approach proposing stages of moral development in individuals, focusing on the evolution of moral reasoning over time.

Post-Conventional

A stage in Kohlberg's theory of moral development where individuals make decisions based on universal principles and the rights of others.

Morality

Principles concerning the distinction between right and wrong behavior and the goodness or badness of human character.

Cognitive Faculties

Mental abilities or processes that are part of the human mind, such as perception, reasoning, judgement, and memory.