Use the Following to Answer Questions

question 35

Multiple Choice

Use the following to answer questions
Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and four-wheel ATVs.It also sells its products to independent repair centres, dealers and other wholesalers in Victoria.Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in New South Wales.Research has also shown that most of the dealers who sell directly to individual consumers are in Queensland, while dealers who sell to small business landscaping companies tend to be located in South Australia.Company executives are considering expansion of its distribution to markets in Western Australia.
-When Precision Brake's sales team calls on tractor manufacturing companies, the first person they usually talk to is the receptionist.In this example, receptionists would be considered to be __________, part of the buying centre.

• A)gatekeepers
• B)influencers
• C)users
• D)buyers
• E)controllers

Discuss recent research findings on gender and negotiation.

Evaluate strategies for enhancing negotiation outcomes for both men and women.

Understand the key factors influencing how women and men approach negotiations.

Identify incorrect theoretical findings about the role of women in negotiations.

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