Kim Is the Sales Representative for a Major Textbook Publisher

question 51

Multiple Choice

Kim is the sales representative for a major textbook publisher.When she calls on the business faculty at General University,she also tries to meet with several students to get their feedback on textbooks.She passes this feedback to her managers to guide the development of the publisher's future textbooks.The students are the __________ in the buying center.

• A) deciders
• B) initiators
• C) influencers
• D) users
• E) gatekeepers

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Definitions:

Procedural Justice

The concept that fair and transparent processes are as important as the outcomes themselves in determining perceptions of fairness among individuals.

Goal-Setting Theory

A framework that suggests the establishing of clear, specific, and challenging goals can significantly influence performance and motivation.

Clear And Easy

Describes information, instructions, or processes that are straightforward, simple to understand, and unambiguous.

Sales Process

A set of repeatable steps a company takes to move a potential buyer from the early stage of awareness to a closed sale.