Imagine that you are a sales representative for IBM, selling consulting services. Which of the four types of buying center cultures do you think it would be easiest to sell to? Using the characteristics of the buying center culture you chose, explain why it was your choice, and how you would approach selling to that type of buying center.
What will be an ideal response?
The student might select any of the four types of buying centers-autocratic, democratic, consultative, or consensus. Some may believe that the autocratic type would be easiest because the sales rep can focus heavily on the decider and allocate less time to other members of the buying center.
You might also like to view...
Going native is the ability that some project teams have to bypass the normal policies and procedures that everyone in the organization is supposed to follow.
Answer the following statement true (T) or false (F)
Unlike antitrust or competition proceedings in the EU, in the U.S. such proceedings
A. are heard at the local level. B. involve only the top management team. C. may involve civil and criminal penalties. D. are head by a three-judge panel.
A parent company owns a 70 percent interest in a subsidiary whose stock has a valuation basis of $27 per share. On the last day of the year, the subsidiary issues new shares for $27 per share, and the parent buys its 70 percent interest in the new shares. Which of the following statements is true?
A. Since the shares were sold for the same per share amount as the the adjusted subsidiary value per share, the parent's investment account must be increased. B. Since the shares were sold for the same per share amount as the the adjusted subsidiary value per share, and the parent bought 70 percent of the shares, the parent's investment account is not affected except for the total acquisition amount for the new shares. C. Since the shares were sold for the same per share amount as the the adjusted subsidiary value per share, the parent's investment account must be decreased. D. Since the sale was made at the end of the year, the parent's investment account is not affected. E. None of these answer choices are correct.
The EU's freedom of movement for workers is an absolute right for all citizens in the EU
Indicate whether the statement is true or false