When Leanne gave her presentation to the BigDeal discount 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:

Question

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Leanne failed to understand the culture of the buying center and did not focus enough on Beverly, the real decision maker. This may have resulted in Leanne alienating Beverly and potentially losing the deal. There is no information in the scenario to suggest that Leanne bid too many products, failed the vendor analysis, or responded to the RFP too quickly. Therefore, options A, B, and C are not the best choices.

When Leanne Gave Her Presentation to the BigDeal Discount Buying