Account relationship management

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Reference no: EM131783865

Buying centers generally evolve over the course of the purchase process. Explain, using the Mediquip case example, why certain buying center members have more input into the buying process. What steps could an industrial salesperson take to identify influential members of the buying center, and what could the salesperson do to better understand each buying center member’s role?

In your response, be sure to use terminology from the "Account Relationship Management" Chapter of your text.

Reference no: EM131783865

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