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

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Sam's first job should be to identify who is part of the buying center, as this will help him understand the decision-making process and who he needs to target in his sales efforts. Knowing the budget, criteria, and most important influencer are important pieces of information, but they should come after identifying the members of the buying center. Developing a presentation should also come later in the process, after Sam has gathered all necessary information and is prepared to make a pitch to the buying center.

Sam Celeski Is a Salesman with an Industrial Supply House