Markham Publishing Is Known for Its Consultative Buying Center Culture

question 32

Multiple Choice

Markham Publishing is known for its consultative buying center culture. Recognizing this organizational culture, someone attempting to sell to Markham Publishing should

• A) treat all members of the buying center as equally important.
• 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) focus attention on the gatekeeper in the buying center's team.

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Definitions:

Major Organic Product

The primary chemical compound formed in the largest quantity from an organic reaction.

Leaving Group

An atom or group of atoms that detaches from the parent molecule in a chemical reaction, often helping to facilitate the reaction.

Polarizable

Refers to the ability of a molecule or atom to undergo distortion of its electron cloud in response to an external electric field, affecting its physical and chemical properties.

Electronegativity

A chemical property that describes the ability of an atom to attract electrons towards itself in a chemical bond.