Process could cause a sales representative to a bid

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process could cause a sales representative to:
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A. bid too high a quantity. B. fail the vendor analysis. C. respond to an RFP too quickly. D. waste time and alienate people. E. all of these. A failure to understand the roles and culture of the buying center can cause a sales representative to waste time by focusing too much on the wrong people. The representative might also alienate people by not paying enough attention to key players in the decision. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 06-04 Describe the different types of organizational cultures. Topic: Organization Culture 76. (p. 127) When she gave her presentation to Harmon's Automotive Supply, Brie did not know the roles of the key players in the buying center. This could cause her to waste a lot of time and to: A failure to understand the roles and culture of the buying center can cause a sales representative to waste time by focusing too much on the wrong people. The representative might also alienate people by not paying enough attention to key players in the decision. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 06-04 Describe the different types of organizational cultures. Topic: Organization Culture 77. (p. 127) When Leanne gave her presentation to the BigDeal discount buying center team, she treated each member's question seriously and gave equal time to addressing each. Leanne did not realize
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BigDeal has an autocratic buying center culture and she needed to focus on answering Beverly's questions, since she is the decision maker. In addition to wasting time by not understanding BigDeal's culture, Leanne may have also: A failure to understand the roles and culture of the buying center can cause a sales representative to waste time by focusing too much on the wrong people. The representative might also alienate people by not paying enough attention to key players in the decision. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 06-04 Describe the different types of organizational cultures. Topic: Organization Culture 78. (p. 127-128) Jenny was feeling frustrated. "What's taking them so long to make a decision? It's been weeks since I first met with them, and they all seem interested in the product. I've also jumped through all their paperwork hoops." Jenny is likely selling to a firm
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