A buying center is a group of individuals in an organization that work together to make better buying decisions for those organizations. They are often used to provide a larger amount of knowledge or more expertise or a greater amount of experience to a complex and important decision for the organization.

Assume that you are a salesperson working in an industry where the buying companies typically use buying centers to make purchase decisions. If you know that your will likely sell to organizations containing 4 or 5 buying center members,

How would this impact what you would need to consider or do as a salesperson?

What implications do these buying centers have for the marketing of your organization in general (marketing tools other than sales)?

How would things be different for you or your organization to market and sell to a company if you only had to sell to one individual?