A Computer Company Salesperson Invites the IT Managers of Its

question 45

Multiple Choice

A computer company salesperson invites the IT managers of its top 10 customers (in terms of dollar sales) to view a demonstration of the firm's new product line, so the salesperson can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the ________ of their organizations' buying centers.

• A) gatekeepers
• B) influencers
• C) reciprocity arrangers
• D) buyers
• E) users

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Definitions:

Intellectual Property

A category of property that includes intangible creations of the human intellect, such as inventions, literary and artistic works, designs, and symbols.

Royalty

A payment made to an individual or organization for the right to use a particular work, such as a song, book, or patent.

Franchising

A business model that allows individuals to buy and operate a branch of a larger company, using its branding, systems, and support.

Transit Hubs

Centralized areas where different modes of transportation come together, facilitating the transfer of passengers from one mode to another.