Establishing the organization mission and objectives

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Reference no: EM132185529

1. A computer company salesperson invites the IT managers of its top 10 customers (in terms of dollar sales) to view a demonstration of the firm's new product line, so the salesperson can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the __________ of their organizations' buying centers.

users

reciprocity arrangers

gatekeepers

buyers

influencers

2. is/are responsible for establishing the organization's mission and objectives.

Other organizations

Suppliers

Senior management

Shareholders

Customers

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3. The __________ for the American Red Cross is "to prevent and alleviate human suffering in the face of emergencies by mobilizing the power of volunteers and the generosity of donors."

mission statement

business definition

sustainability doctrine

core benefit proposition

customer value proposition

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4. Cassidy is part of the buying center for a large manufacturer. Her field of expertise is logistics and she is responsible for choosing transportation providers for the company. A sales representative for Yellow Roadway, a successful trucking firm, regularly buys Cassidy's secretary lunch. The representative does this because she views the secretary as __________ and wants to be sure that information about her company reaches Cassidy.

a decider

a power broker

an influencer

an obstructionist

a gatekeeper

Reference no: EM132185529

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