Because pharmaceutical sales representatives spend the majority of their time driving to doctors' offices, hospitals, and other medical facilities, they are given a company car. When a pharmaceutical company like Merck prepares to purchase a new fleet of cars, it will ask its sales reps for feedback about different car models and features. However, the higher levels of management will be the ones to make the final purchase decision. What buying center role(s)do the sales reps play in this buying situation?

Question

Quizplus · Accepted Answer

Sales reps are users because they are the ones who will be using the cars, and they are influencers because they provide feedback that can influence the decision-making process, but they do not make the final purchase decision themselves.

Because Pharmaceutical Sales Representatives Spend the Majority of Their Time