Sam Celeski is a salesman with an industrial supply house.He discovers that Ingersoll Rand is going to make a large purchase of equipment and has created a Buying Center to get the purchase done.Sam's first job is to _______________.

Question

Quizplus · Accepted Answer

Sam's first job is to discover who is part of the buying center formed by Ingersoll Rand. This will help him in understanding the decision-making process, the roles and responsibilities of each member, and their potential influence on the purchase. Once he knows this information, he can develop criteria for the purchase and develop a presentation for the buying center. Discovering the budget for the purchase and identifying the most important influencer are important tasks; however, they should come after Sam knows who is part of the buying center. Thus, option D is the best choice.

Sam Celeski Is a Salesman with an Industrial Supply House