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Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and 4-wheel ATV's.It also sells its products to independent repair centers,dealers,and other wholesalers in the northeast and southern states.Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in the states of Kentucky,Tennessee,and Alabama.Research also shows that most of the dealers who sell directly to individual consumers are in the midwestern states,while dealers who sell to small business landscaping companies tend to be located in the northeastern states.Company executives are considering expansion of its distribution to markets in the midwest.
-Refer to Scenario 7.2.When Precision Brake's sales team calls on tractor manufacturing companies,the first person they usually talk to is the receptionist.In this example,the receptionists would be considered to be ____,part of the buying center.
A) gatekeepers
B) influencers
C) users
D) buyers
E) controllers

Question

Quizplus · Accepted Answer

The receptionist in this scenario would be considered a gatekeeper, as they control access to the individuals within the buying center who have the authority to make purchasing decisions.

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