Cards of Wood,Inc.is a company that makes and markets micro thin wood veneer business cards primarily to people in different facets of the woodworking business.A salesperson for Cards of Wood who calls on a company that makes cabinets would have the highest probability of making a sale if he is able to determine who is the _____ in the company's buying centre.

Question

Quizplus · Accepted Answer

The decider is the person in the buying center who has the authority to make the final purchasing decision, so identifying and convincing the decider would give the salesperson the highest probability of making a sale.