When Leanne Gave Her Presentation to the BigDeal Buying Center

question 52

Multiple Choice

When Leanne gave her presentation to the BigDeal buying center team, she treated each member's question seriously and gave equal time to addressing each. Leanne did not realize BigDeal has an autocratic buying center culture and she needed to focus on answering Beverly's questions, since she is the decision maker. In addition to wasting time by not understanding BigDeal's culture, Leanne may have also hurt her chances because she

• A) bid too many products.
• B) failed the vendor analysis.
• C) responded to the RFP too quickly.
• D) alienated Beverly, the real decision maker.
• E) offended the nondecision makers by assuming they had more power than they did.

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Definitions:

Par Value

The nominal or face value of a security as indicated by the issuer.

Liabilities

Financial obligations or debts owed by a business to another entity, payable in the future.

Debt-To-Equity Ratio

The debt-to-equity ratio is a financial ratio indicating the relative proportion of shareholders' equity and debt used to finance a company's assets.

Stockholders' Equity

The residual interest in the assets of a corporation that remains after deducting its liabilities; also known as shareholders' equity.