The Authority to Review and Challenge Specifications (For Products or for Services)

question 8

True/False

The authority to review and challenge specifications (for products or for services) is within purchasing's span of control in managing demand, although internal stakeholders sometimes dispute this right.

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Definitions:

Trial Close Stage

A stage in the sales process where the seller presents a proposition to gauge the buyer's interest or readiness to make a purchase, often before the final close.

Center of Influence

An individual or institution that can significantly affect perceptions and actions within a specific community or demographic through their authority or position.

Endless Chain

A sales technique where current customers are used to generate referrals for future sales opportunities.

Approach Phase

in sales refers to the initial stage of the sales process where a salesperson first makes contact with a prospective customer.