When Leanne gave her presentation to the BigDeal buying center team, she treated each member's question seriously and gave equal time to addressing each. Leanne did not realize BigDeal has an autocratic buying center culture and she needed to focus on answering Beverly's questions, since she is the decision maker. In addition to wasting time by not understanding BigDeal's culture, Leanne may have also hurt her chances because she
A) bid too many products.
B) failed the vendor analysis.
C) responded to the RFP too quickly.
D) alienated Beverly, the real decision maker.
E) offended the nondecision makers by assuming they had more power than they did.
Correct Answer:
Verified
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