Identify the four general types of organizational buying center cultures, and explain how these may impact the approach taken by a salesperson.
What will be an ideal response?
The four types of organizational buying cultures are democratic, autocratic, consultative, and consensus. As a salesperson, it is important to understand the different organizational buying cultures as this may impact how and to whom information about your product is presented. For an autocratic buying center, you may present to multiple participants but will focus on just one person who will be making the decision. For a democratic buying center, the salesperson will need to convince multiple people about the product/service, as the majority will rule on the decision. A salesperson presenting to a consultative buying center will need to have external facts to contribute to describing the product/service. Presenting to a consensus buying center, the salesperson should find ways to help the buying center members to reach an agreement.
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a. accounts payable. b. current maturity of long-term debt. c. revenue received in advance. d. income taxes payable.
Which of the following statements is true of employees as stakeholders of an organization?
A) Employees are always aware of competitive alternatives and are therefore not subject to inequitable treatment. B) Employees are voluntary stakeholders and have limited bargaining power. C) Employees hold securities and lend financial resources to firms. D) Employees are responsible for shaping the overall mission or goal and the strategy and structure of the organization.
Budgets are:
A) key component of planning. B) financial plans for the future. C) an identifier of objectives and the actions needed to achieve them. D) used for communication and coordination. E) all of these.
The Truth-in-Lending Act would not require disclosure of the amount that would be due if the borrower had paid cash instead
Indicate whether the statement is true or false