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.
-If the purchasing agent 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

If the purchasing agent does not respond to Kevin's sales presentation, it is not appropriate to remove the buyer from ScranTone's CRM system, as they still have potential as a customer. Sending a letter outlining the weaknesses of the competition could be seen as negative and unprofessional, potentially damaging the relationship with the purchasing agent. Calling the purchasing agent to ask for the order in two weeks could be seen as pushy and impatient. Sending a bound paper presentation for further review may not be effective as the purchaser had already declined the previous meeting's proposal. Instead, Kevin should make contact with the purchasing agent again in six months to keep ScranTone on their radar and attempt to win them over in the future.

ScranTone Is a Paper Mill and Supplier Serving the Upper