A Computer Company Salesperson Invites the IT Managers of Its

question 45

Multiple Choice

A computer company salesperson invites the IT managers of its top 10 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 arrangers
• D) buyers
• E) users

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Definitions:

Cultural Differences

Variations in the practices, values, and goals shared by groups of people that are shaped by their history, geography, religion, and social structure.

Personal Space

The area immediately surrounding an individual, which they regard as psychologically theirs, often leading to discomfort or anxiety when invaded.

Conversational Distance

The physical space preferred between individuals during social interactions, which can vary culturally and individually.

Brain Cells

Cells that make up the brain, including neurons and glial cells, which support, nourish, and protect neurons.