Gabriel Hardware Is Known for Its Consensus Buying Center Culture

question 40

Multiple Choice

Gabriel Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Gabriel Hardware should

• A)focus exclusively on the head of the buying center.
• B)address the concerns of all buying center members but understand there is just one decision maker.
• C)focus on providing information to and making the sales approach to the one decision maker.
• D)attempt to facilitate the collective agreement of all members of the buying center.
• E)attempt to get one "friend" on the committee to support his products.

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Definitions:

Drive Wheels

Wheels that receive power from the vehicle's engine or motor to propel the vehicle forward or backward.

Twin Countershaft Transmission

A twin countershaft transmission is a type of gearbox found in heavy-duty vehicles, featuring two parallel shafts that allow for more efficient torque distribution and gear ratios.

Input Shaft

The shaft that transfers power from an external source (like an engine) into a gearbox or transmission to be distributed to the machinery.

Shift Bar Housing

The manifold on top of a standard transmission that houses the shift rails, usually three, to which shift yokes are connected; the shift tower assembly mounts on top of the shift bar housing. Also known as shift rail housing.