Instructions: Engaging the Buying Influences in Cognitive Thinking Using the buying scenario from the Mediquip Case, answer the questions below. 1. Fill in the chart below for the different types of buying influences. Keep in mind that some contacts might appear in more than one quadrant. 2. Determine the degree of influence for each buying influences (high, medium, low) 3. Determine the buying influence mode for each buying influence (growth, trouble, even keel, aver confident) Economic: creates projects and authorizes/releases $$$ User(s): judges impact on job Example: Peter M.-HIGH - TR Technical(s): screens out Coach(es): guides me on this sale 4. Explain why each of the above buying influences are classified in the quadrants you chose? 5. Explain/justify the response modes you chose for each of the above buying influences? 6. For buying influences in the growth mode, what positives (revenue, retention, brand awareness, etc) could Kurt Thaldorf help them to increase? 7. For buying influences in the trouble mode, what negatives (cost, waste, risk, etc) could Kurt Thaldorf help them to decrease? 8. For buying influences in the even keel or overconfident mode, what strategies could Kurt Thaldorf deploy to move them to either a growth or trouble mode? 9. What are two RESULTS (for each of the BI's)? How do these RESULTS relate these BIs' specific business concerns? How do these results improve or fix a process of concern? 10. How do each of these two BIS WIN if Kurt Thaldorf's product/service is able to deliver these RESULTS