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Question
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.Which need-satisfaction strategy does Kevin most likely use?
A) canned
B) persuasion
C) informative
D) reminder
E) adaptive
Answer
This answer is hidden. It contains 1 characters.
Related questions
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C) knowledge of company policies, procedures and benefits; stress management
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