Fordham3 Hardware Is Known for Its Consensus Buying Center Culture

question 35

Multiple Choice

Fordham3 Hardware is known for its consensus buying center culture.Recognizing this corporate culture,someone attempting to sell to Fordham3 Hardware should

• A) focus exclusively on the head of the buying center.
• B) address the concerns of all members of the buying center with particular attention to the 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) attempt to get one "friend" on the committee to support his products.

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Definitions:

Integument

The natural covering of an organism or an organ, such as skin, shell, or rind, acting as a protective barrier.

Cardiomegaly

Abnormal enlargement of the heart, often a symptom of underlying heart disease or conditions.

Cardi/o

A prefix in medical terminology referring to the heart.

Mammography

A diagnostic procedure using low-dose X-rays to examine the human breast for signs of cancer or other abnormalities.