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.
-If the head of purchasing does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should:
A)list the opportunity as "Lost" in the CRM system
B)list the opportunity as "Lost" in the CRM system and send the head of purchasing a letter outlining the weaknesses of the competition
C)list the opportunity as "Lost" in the CRM system but set up a reminder to make contact with the head of purchasing again in six months
D)list the opportunity as "Pending" in the CRM system and call to ask for the order in two weeks
E)list the opportunity as "Pending" in the CRM system so the sales manager will not remove it from Kevin's pipeline report

Question

Quizplus · Accepted Answer

Listing the opportunity as "Lost" in the CRM system and sending a letter outlining weaknesses of the competition could potentially damage the relationship with the head of purchasing and harm future opportunities. Calling in two weeks (option D) may come off as pushy or desperate. Option E may give the false impression of progress and skew pipeline reports. Option A is not proactive in attempting to win the account in the future. Option C, however, allows for a reminder to be set to follow up in six months and potentially win the account then. This option leaves the relationship with the head of purchasing intact and allows for future opportunities.

ScranTone Is a Paper Mill and Supplier Serving the Upper