When Vance proposed switching the company to Vonage for VOIP telephone calls, he had to approach Deborah, assistant to the firm's head of the purchasing department, to find out how to proceed. Everyone in the company knows that nothing gets purchased without going through Deborah first. Explain Deborah's role in a buying center.
What will be an ideal response?
Deborah plays the role of gatekeeper, the person who controls information or access, or both, to decision makers and influencers.
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