When Making a Sales Call on a New Customer, the Member

question 25

Multiple Choice

When making a sales call on a new customer, the member of the buying center the salesperson can expect to meet last is referred to as the:

• A)focus of receptivity
• B)power source
• C)focus of power
• D)power broker
• E)focus of finality

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Definitions:

Variable Rate

An interest or finance charge rate that can change over the period of the loan or credit agreement, often tied to an index or benchmark.

Coil Springs

Mechanical devices that can compress or extend to absorb impact or maintain force between contacting surfaces.

Hub Carriers

Component of a vehicle's suspension system that holds the wheel bearing and is mounted on the suspension.

Damper

A device used to dampen or inhibit the oscillation of mechanical energy, often seen in vehicle suspension systems.