According to the textbook, which of the following represents the primary challenge for a salesperson attempting to sell to a buying team?
A) the trend toward supply chain management reducing the influence of buying teams on purchasing decisions
B) determining who within an organization is on the buying team, what role he or she plays, and what degree of influence he or she may have on the buying decision
C) managing group dynamics to arrive at a mutually beneficial purchase decision
D) matching members of the buying team to people working within the seller's organization who perform similar roles

Question

Quizplus · Accepted Answer

The text mentions that identifying the members of the buying team and their roles and influence is the primary challenge for a salesperson when selling to a team. The other options are not mentioned as primary challenges in the context of selling to a buying team.

According to the Textbook, Which of the Following Represents the Primary