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. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing again two months ago but was unable to make a sale.
-Why would Kevin Salazar most likely meet with purchasing agent again after being denied a sale?
A) Kevin's sales manager requires that he use a canned presentation.
B) Kevin needs to meet a quota of sales presentations for the month.
C) The competition offers an inferior product to Kevin's company.
D) The previous presentation focused too much on customer needs.
E) Kevin wants to show a strong commitment to getting the buyer's business.

Question

Quizplus · Accepted Answer

The fact that Kevin was able to secure another meeting with the purchasing agent suggests that he wants to build a relationship and show his commitment to winning the account. This is a common strategy in sales, as it may take several meetings to win over a potential customer. A strong commitment to the buyer's business can help establish trust and open up opportunities for future sales. A, B, C, and D are unlikely reasons why Kevin would meet with the purchasing agent again.

ScranTone Is a Paper Mill and Supplier Serving the Upper