ScranTone Is a Paper Mill and Supplier Serving the Upper

Multiple Choice

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.
-The first step Kevin Salazar should take in preparing for the presentation is to:

A) revisit the discount schedule for educational purchasers
B) review his notes from the previous presentation he made to the buyer
C) renew his personal commitment to pursuing the sale
D) research the competition on the Internet
E) revise the standard PowerPoint presentation