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 the salesperson 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) influencers
C) reciprocity managers
D) buyers
E) users

Question

Quizplus · Accepted Answer

IT managers are likely to be influencers in the buying center as they have the knowledge and expertise to evaluate the new product line and provide feedback on the options and configurations. Gatekeepers control access to the buying center, reciprocity managers oversee mutual agreements with vendors, buyers make the final purchasing decisions, and users are the individuals who will actually use the product, which may or may not be the IT managers.

Computer Company Salesperson Invites the IT Managers of Its Top