The role in the buying centre,at a large complex firm,that is MOST likely to be overlooked when a salesperson is trying to complete a sale is the:

Question

Quizplus · Accepted Answer

Gatekeepers are the individuals within the organization who control access to decision-makers and often screen salespeople. They can include receptionists, administrative assistants, and lower-level employees who may not initially seem important to the sales process. Salespeople often overlook gatekeepers, but they can play a significant role in determining whether or not a sale is successful. Therefore, it is crucial to build relationships with gatekeepers and understand their needs and concerns to gain access to decision-makers.

The Role in the Buying Centre,at a Large Complex Firm,that