A sales representative for a pharmaceutical company visits the doctor's office,hoping to explain a new drug to the doctor.However,the office receptionist explains that the doctor is with patients and will not be able to see the sales rep.The receptionist is acting as a(n)
A)user.
B)influencer.
C)buyer.
D)decider.
E)gatekeeper.

Question

Quizplus · Accepted Answer

A gatekeeper controls the flow of information in the buying center.Purchasing personnel,technical experts,and secretaries can all keep salespeople or information from reaching people performing the other four roles.The receptionist could facilitate or hinder the flow of information to and from the doctor and would not otherwise be involved in selecting drugs to prescribe to patients.

A Sales Representative for a Pharmaceutical Company Visits the Doctor's