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:

Geert Hofstede's Research

The study of how culture influences values in the workplace, leading to the development of models identifying dimensions of national culture.

Social Needs

The requirements important for an individual to feel accepted, appreciated, and part of a group, often considered crucial for psychological well-being.

Singapore

An island city-state in Southeast Asia known for its highly developed market economy, strategic location, and as a global financial center.

GLOBE Leadership Styles

A research initiative examining how cultural variables affect leadership behavior, expectations, and organizational effectiveness across different countries and regions.