For a Salesperson Trying to Determine the Impact of Group

question 35

Multiple Choice

For a salesperson trying to determine the impact of group forces on the organizational buying process,which of the following questions are appropriate?

• A)Which organizational members take part in the buying process?
• B)What is each member's relative influence in the decision?
• C)What criteria are important to each member in evaluating prospective suppliers?
• D)All of the above questions are appropriate.
• E)Only (a)and (b)are appropriate.

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