This chapter outlines the roles different members of a buying center play within an organizational buying context.
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This chapter outlines the roles different members of a buying center play within an organizational buying context. Think of a purchase process you were involved in as an end-user consumer (not an organizational buyer). Can you list people who played these buying center roles in your purchase? Try to connect as many specific people to specific buying center roles as you can.
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Related Book For
Contemporary Selling Building Relationships Creating Value
ISBN: 285710
4th Edition
Authors: Mark W. Johnston, Greg W. Marshall
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