South Florida Business Daily

Marketing (Sales Management) question, HELP I am STUCK!!!?

I have an exam tomorrow morning but I can't find the answer! HELP!!! You are trying to expand the amount of business that you already have in a particular account. Which of the following would be most important? A) Initiators- people who perceive a problem/ opportunity that may require a new product. They start the buying process. B) Users- people in the organization that actually use the product C) Influencers- provide info for evaluating products and suppliers; often play a major role in decision making D) Gatekeepers –controlling the kind and amount of information that reaches the decision makers E) Buyer – the person who actually contacts the selling organization and places order. F) Decider- the person with final authority on purchase decision g) Controller – the person who determines the budget for a purchase REALLY APPRECIATE THAT!!!

Public Comments

1. Users and buyer The users who are familiar with your product will need to know if you have more product to introduce, they may also in a sense be your guinea pig to try your new products and tell you if it have problem, need improvement or worth buying and how much will it be. The buyer on the other are the people who will actually place the order, in effect provide the management of the company a view on how well is your service, your delivery, the payment terms and condition. An example in real world of high tech business, the users will be the product manager who are well averse to your product as well as your competitor product, they are the one who can tell which product is better suit to their business. The buyer/purchaser will be your lifeline to the business, if they hold on to the purchase order, if affect the business, if they give a negative review on your company service, if affect your sales as well as your job. Keep this 2 folks happy and you stay in the business for a long time. BTW, users or product manager, they like free samples. Buyers, take them out to lunch or dinner, they'll get to know you better. Part of doing business, may sound unethical to some. Been in the business for 15 years.