Kim Is the Sales Representative for a Major Textbook Publisher

question 139

Multiple Choice

Kim is the sales representative for a major textbook publisher.When she calls on the business faculty at General University,her first stop is to chat with Frank,the business department secretary.From Frank,Kim learns which professors have left the university or have newly arrived.Frank also helps Kim make appointments to see professors to discuss textbook choices.Frank acts as the __________ in the business department buying center.

• A) buyer
• B) initiator
• C) influencer
• D) user
• E) gatekeeper

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Definitions:

Prospect's Firm

Refers to the specific company or business entity that is considered a potential customer or client in a sales or marketing context.

CRM Technology

Short for Customer Relationship Management technology, it refers to software solutions designed to help businesses manage and analyze customer interactions and data throughout the customer lifecycle.

Lead Generation

Establishing a group of firms and individuals that may be in the target market for a seller’s product or service.

Contact Management

The process of storing, organizing, and managing information about people and companies with whom you have business relationships.