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.
-If the head of purchasing does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should most likely:
A) remove the buyer from the CRM system
B) send the purchasing agent a letter outlining the weaknesses of the competition
C) make contact with the purchasing agent again in six months
D) call the purchasing agent to ask for the order in two weeks
E) send the purchasing agent a bound paper presentation for further review

Question

Quizplus · Accepted Answer

Since the purchasing agent did not respond to the sales presentation, it is important to give them some time before making contact again. Six months is a reasonable amount of time to wait before trying to reach out again. Removing the buyer from the CRM system and sending a letter outlining the weaknesses of the competition may come across as aggressive and potentially damage the relationship. Calling the purchasing agent in two weeks may also come across as pushy and not give enough time for them to consider the proposal. Sending a bound paper presentation may be a good idea, but only if it has been requested by the buyer.

ScranTone Is a Paper Mill and Supplier Serving the Upper