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.
-Why would Kevin Salazar bother to meet with the head of purchasing when the same head chose a competitor after the last presentation Kevin made?
A)The buyer is now social friends with Kevin's cousin,so they have a connection.
B)Kevin needs to meet a quota of presentations for the month.
C)The competition offers an inferior product.
D)The previous presentation must have been a failure.
E)Any number of things could have changed with the buyer's situation or needs.

Question

Quizplus · Accepted Answer

There could be many reasons why the head of purchasing chose a competitor over ScranTone after Kevin's last presentation. Perhaps the competitor offered a better deal, or there were changes in the university's needs. Therefore, Kevin is meeting with the head of purchasing again to explore if there are new opportunities to win over the university's business.

ScranTone Is a Paper Mill and Supplier Serving the Upper