Please state A, B, C, or D for each question

1. Typically, large sellers use ______, in-depth selling to reach as many buying participants as possible.

A. Aggressive

B. one-level

C. multi-level

D. executive level

2. In the organizational buying process, it is important for the seller to:

A. not go over the decider's head, and persuade the deciders boss instead.

B. go over the decider's head, and persuade the deciders boss instead when the decider does not respond quickly to the sellers aggressive sales calls.

C. go over the decider's head, and persuade the deciders boss instead during the initial contact, when the decider does not know the seller personally.

D. go over the decider's head, and persuade the deciders boss instead.

3. Restaurant Moby has a long-term relationship with a supplier of chefs knives and other supplies. Steve is the Executive Chef while Nicholas is the Restaurant Manager. Nicholas has decided to buy only Shun knives for Steve, which he gladly accepts. In this scenario, Steve is:

A. A user

B. Approver

C. Decider

D. An influencer

4. Myra is an executive administrative assistant for a large hotel. She received multiple calls a week from salespersons of supply companies, asking to speak with various department heads in the hotel. As the hotel has built a long term relationship with an established large supplier, she deflects most calls. In this case, Myra is a(n):

A. Approver

B. Seller

C. Gatekeeper

D. Buyer

5. Environmental factors refer to:

A. Microenvironment

B. Technological environment

C. Economic environment

D. Natural environment