________________ Play a Larger Role When a Company Is Reordering

question 3

Multiple Choice

________________ play a larger role when a company is reordering as compared to ordering for the first time.

• A)Gatekeepers
• B)Purchasing managers
• C)Selling centers
• D)Key account buyers

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Definitions:

Force Field Analysis

A method used to examine the forces that support or hinder a particular change or decision, facilitating strategic planning.

Ambivalence

Having mixed feelings or contradictory attitudes towards something or someone.

Speaking Turns

The order or opportunity for individuals to contribute to a conversation in a sequenced manner.

Round Robin

A system or method where each participant takes turns in a sequence or contributes in a rotating fashion.