A computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales) to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered.These IT managers are most likely to be the __________ of their organizations' buying centers.
A)gatekeepers
B)reciprocity managers
C)buyers
D)influencers
E)users

Question

Quizplus · Accepted Answer

The IT managers invited by the salesperson are likely to be influencers in their organizations' buying centers, as they are being asked for their opinions and expertise in choosing configurations and options for the new product line. They may also have input on the final decision as buyers, but their main role in this scenario is as influencers. Gatekeepers control access to the buying center, reciprocity managers oversee buying agreements between companies, and users are the individuals who will actually use the product but may not have decision-making power.

A Computer Company Salesperson Invites the IT Managers of Its