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Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner
Edition 7ISBN: 978-0073381084Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner
Edition 7ISBN: 978-0073381084 Exercise 5
Y ou are selling a health care plan to a company. You attend a meeting of people in the company who will participate in the buying decision. Based on the following conversation , which type of buying center person do you think each individual is
"We need a health plan for our employees. The plan must have doctors who are close to where our employees work, not close to the plant." say Fred, the plant manager.
"I'll work with you to develop the specifications for the plan." offers Mark, the human resource director.
"I want to make sure that my doctor is covered under the plan," notes Rachael, a production supervisor.
"I will review the plan and let you know what my final decision is," says Shirley , the CEO.
"We need a health plan for our employees. The plan must have doctors who are close to where our employees work, not close to the plant." say Fred, the plant manager.
"I'll work with you to develop the specifications for the plan." offers Mark, the human resource director.
"I want to make sure that my doctor is covered under the plan," notes Rachael, a production supervisor.
"I will review the plan and let you know what my final decision is," says Shirley , the CEO.
Explanation
Verified
Verified
Buying center stands for the decision-ma...
Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner
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