Knowing which type of buying center culture is prevalent in a given organization helps sellers to decide:

Question

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Knowing the prevalent buying center culture helps sellers to approach a particular client, deliver pertinent information in a way that resonates with the organization, decide to whom to deliver the information, and to whom to make the sales presentation. Therefore, all of these choices are important in making an effective sales strategy.

Knowing Which Type of Buying Center Culture Is Prevalent in a Given