Question: Duluth Mill is a paper mill and supplier serving the greater north. Since the commercial paper market is saturated, the only room for growth is

Duluth Mill is a paper mill and supplier serving the greater north. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Otto Johnson 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 Duluth Mill's main competitor for three years. Otto met with the purchasing agent two months ago but was unable to make a sale.

The first step Otto Johnson should take in preparing for the presentation is to:

research the competition on the Internet

revise the standard PowerPoint presentation

revisit the discount schedule for educational purchasers

review his notes from the previous presentation he made to the buyer

renew his personal commitment to pursuing the sale

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