Boris Jankowski is a salesperson for a manufacturer of beer making equipment. He learns that a regional microbrewery is going to expand into another state. It has created a buying center to purchase the needed equipment. Boris's first job is to ________.

Question

Quizplus · Accepted Answer

Boris's first job should be to discover who is part of the buying center, as this will help him understand the decision-making process and who he needs to target with his sales pitches. Without this information, he won't be able to effectively develop criteria or a presentation or determine the budget. While discovering the most important influencer could be useful, it should not be the first step.

Boris Jankowski Is a Salesperson for a Manufacturer of Beer