Colleen is a notepad computer salesperson about to call on the Northeast Corridor Health Care Association. This group provides computer technology to all hospitals and doctors in the northeastern United States. She would like to know in advance whether the association's buying center is autocratic or democratic. What types of behavior might she observe that would help her to tell which of these two types of buying centers it is? How should she change her sales approach depending on which type it is?

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The Answer of Colleen is a notepad computer salesperson about to call on the Northeast Corridor Health Care Association. This group provides computer technology to all hospitals and doctors in the northeastern United States. She would like to know in advance whether the association's buying center is autocratic or democratic. What types of behavior might she observe that would help her to tell which of these two types of buying centers it is? How should she change her sales approach depending on which type it is?

Colleen Is a Notepad Computer Salesperson About to Call on the Northeast