Question

Fordham3 Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Fordham3 Hardware should
a. focus on providing information to and making the sales approach to the one decision maker.
b. address the concerns of all members of the buying center with particular attention to the decision maker.
c. focus exclusively on the head of the buying center.
d. attempt to facilitate the collective agreement of all members of the buying center.
e. attempt to get one friend on the committee to support his products.

Answer 1

Answer: (c) focus exclusively on the head of the buying center.

Explanation:

As Fordham3 Hardware is known for its consensus buying center culture, so someone attempting to sell to Fordham3 should focus exclusively on the head of the buying center.