Use the Following to Answer the Questions

question 34

Multiple Choice

Use the following to answer the questions.
Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and 4-wheel ATV's.It also sells its products to independent repair centers,dealers,and other wholesalers in the northeast and southern states.Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in the states of Kentucky,Tennessee,and Alabama.Research also shows that most of the dealers who sell directly to individual consumers are in the midwestern states,while dealers who sell to small business landscaping companies tend to be located in the northeastern states.Company executives are considering expansion of its distribution to markets in the midwest.
-Refer to Scenario 7.2.When Precision Brake's sales team calls on tractor manufacturing companies,the first person they usually talk to is the receptionist.In this example,the receptionists would be considered to be ____,part of the buying center.

• A) gatekeepers
• B) influencers
• C) users
• D) buyers
• E) controllers

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Definitions:

Opportunity Cost

The cost of the next best alternative that is forgone when making a decision.

Scenario 1-5

A series of hypothetical or planned situations used for strategic planning, decision making, or analysis, labeled numerically for differentiation.

Working

Engaging in a physical or mental activity to achieve an objective, often to earn an income.

Opportunity Cost

The loss of potential gain from other alternatives when one particular option is chosen over others.