You have recently been hired by Cognos, as a salesperson for its suite of business intelligence applications.
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You have recently been hired by Cognos, as a salesperson for its suite of business intelligence applications. Pick one prospective company you plan to sell to and explain how you would go about identifying the persons in the different roles in the buying centre for the chosen company. How would you try to target the needs of the different members in the buying centre?
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You can pick any company they are familiar with but a large company may be a better example to work ...View the full answer
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Anil Sabharwal
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