Which of the following statements about positioning a change is true?
A) Positioning a change is not at all similar to positioning a product in the mass market.
B) Since the salesperson is acting as the change agent, any positioning of a change should take place in the purchasing department.
C) A change in positioning may alter the composition of the buying center.
D) Positioning a change is a reactive way of dealing with an initial turn-down at the buying firm.
E) The fewer constituencies involved in the positioning of a change, the more likely the change will be successful.
Correct Answer:
Verified
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