1) Select at least three key buying influences and infer what their ratings would be based on case details or your intuition. (i.e. Buyer's Role, Response Mode, Degree of Influence, Receptivity Rating)

2) Do any key buying influences meet the criteria for a Coach? How might a Coach help Susanne in this complex sale?

3) What are the major elements of an Action Plan to win this deal from Susanne's perspective? She needs to show her sales manager that she has a plan to deal with Red Flags and to move this large opportunity through to completion.