Assignment task:
Craig is a sales representative at a paper mill supplier. The paper market is saturated so the only room for growth is to expand existing accounts or win over competitor's accounts. Craig has another meeting with the head of purchasing for several copy centers. The purchasing agent has been buying from Craig's main competitor for three years. Craig met with the purchasing again two months ago but was unable to make a sale. What is one possible pitfall Craig should be aware of when giving the presentation? a) He needs to promote the benefits of his company without saying anything negative about the current supplier. b) The buyer must have disliked Craig not to have purchased from him in the past. c) He needs to talk down to the buyer to make sure the buyer understands. d) A successful presentation could end up with an order bigger than his company can handle. e) This account could make or break his quota for the month.