People Who Control the Flow of Information in the Buying

question 97

Multiple Choice

People who control the flow of information in the buying center, such as technical experts and secretaries, can keep salespeople and information from reaching others in the buying center and are referred to as

• A) deciders.
• B) obstructionists.
• C) gatekeepers.
• D) filters.
• E) influencers.

---

Definitions:

Cases On Point

Legal cases that are directly relevant to the matter at hand, particularly those that may serve as precedent.

Binding Authority

Legal principles and precedents set forth by higher courts that lower courts within the same jurisdiction must follow when deciding similar cases.

Reasonable Fees

Charges for services that are fair and consistent with the amount typically charged for similar services by comparable professionals in the area.

Work Efficiently

The practice of performing tasks in a productive manner with minimal waste of time and resources.