A computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales)to view a demonstration of the firm's new product line,so the salesperson can obtain their opinions regarding various options and configurations that could be offered.These IT managers are most likely to be the __________ of their organizations' buying centers.
A)gatekeepers
B)influencers
C)reciprocity arrangers
D)buyers
E)users

Question

Quizplus · Accepted Answer

IT managers are most likely to be influencers in their organizations' buying centers since they have technical expertise and are responsible for evaluating and recommending products for purchase. Gatekeepers control the flow of information to the buying center, reciprocity arrangers trade with the selling firm, buyers make the final purchase decision, and users consume the product/service.

A Computer Company Salesperson Invites the IT Managers of Its