Question: Engaging the Buying Influences in Cognitive Thinking Instructions: Using the buying scenario from the Mediquip S A (R) Case, answer the questions below. Fill in

Engaging the Buying Influences in Cognitive Thinking

Instructions:

Using the buying scenario from the Mediquip S A (R) Case, answer the questions below.

  1. Fill in the chart below for the different types of buying influences. Keep in mind that some contacts might appear in more than one quadrant.

    Economic: creates projects and authorizes/releases $$$

    Example: Peter M. HIGH TR

    User(s): judges impact on job

    Technical(s): screens out

    Coach(es): guides me on this sale

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