Question: 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

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. Why would Kevin Salazar most likely meet with the purchasing agent again after being denied a sale?

Question

36

options:

Kevin's sales manager requires that he use a canned presentation.

Kevin needs to meet a quota of sales presentations for the month.

The competition offers an inferior product to Kevin's company.

The previous presentation focused too much on customer needs.

Kevin wants to show a strong commitment to getting the buyer's business.

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