Short Case: Cross Paper Products manufactures cups, plates, napkins, and other products that are sold through large retailers and distributors to restaurants, caterers, institutional cafeterias or to government agencies. The sales force is broken up into two groups: 50 salespeople sells to distributors and 18 salespeople sell to large accounts like Target, Costco and Wal-Mart. Each group has its own VP of Sales. Assume you are a sales rep for Salesforce, a CRM Software or 'cloud' Technology Company. Cross Paper Products is one of your prospects. Your contact is Mel Martinez, VP of Sales for the group selling to distributors. The other VP for large accounts was fired 6 months ago because his sales had declined by 10%, so Mel is now in charge of both groups. Mel and the VP of Marketing, Emma Jones, report to the CEO. Emma put in a budget for CRM software last year, and the CEO approved it. She chairs the buying committee; Mel, 1 regional sales manager and 3 top salespeople are on it. You have been invited to do a formal presentation to the buying committee. The committee identifies potential vendors, meets with them, and makes a final decision. Salesforce is in the running as one of the chosen vendors. Mel doesn't think the budget Mary got is enough to cover what Cross would need. Recently, Mel has had an increase in the number of distributor accounts that complain about a lack of follow-up from salespeople. Mel has been pressured to identify new distributors because of the shortfall in revenue on the large account side. Distributor sales reps are frustrated and overworked. There are rumors of reps leaving. When a rep leaves, there is no formal method of turning over account histories, etc. since the rep generally has it all in his or her head. So a new rep starts from scratch. Which of the following is an example of a situation question you could ask? a. If sales drop, how would that affect your morale? b. What impact do complaints have on sales? c. Who is involved in the decision making process? d. Would more efficiency improve sales morale