ScranTone Is a Paper Mill and Supplier Serving the Upper

question 37

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.
-What is one possible pitfall Kevin Salazar should be aware of when giving the presentation?

• A)He needs to promote the benefits of ScranTone without saying anything negative about the current supplier.
• B)The buyer must have disliked Kevin not to have purchased from him in the past.
• C)He needs to talk down to the buyer to make sure the buyer understands.
• D)A successful presentation could end up with an order bigger than ScranTone can handle.
• E)This account could make or break his quota for the month.

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Definitions:

Situational Cues

Environmental or contextual factors that can influence behavior or perceptions in a given situation.

Schachter Two-factor

A theory suggesting that human emotions are produced by physical arousal followed by a cognitive interpretation of the arousal based on environmental cues.

Emotional States

These are temporary feelings or moods experienced by individuals, such as happiness, anger, or sadness.

Physiological Cues

Bodily signals that indicate to an individual how they are feeling physically or emotionally, often in response to internal or external factors.