Fordham Hardware Is Known for Its Consensus Buying Center Culture

question 70

Multiple Choice

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

Territoriality

A behavioral pattern in animals involving the establishment and defense of a territory to claim exclusive use of resources within it.

Dominance Hierarchy

A social structure in animal groups where individuals are ranked according to their access to resources or dominance.

Chemical Communication

The transfer of information from one organism to another through the release and detection of chemical signals.

Auditory Communication

The exchange of information through sounds, significant in many species for coordination, alarm signals, and social interaction.