Question: Question 2 1 Rose wants to sell computer software to Murphy Oil. When visiting Murphy Oi headquarters, her first stop is to chat with Jorge,

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21

Rose wants to sell computer software to Murphy Oil. When visiting Murphy Oi headquarters, her first stop is to chat with Jorge, the Vice President's assistant. Jorge has a lot of information about what's going on behind the scenes and a certain amount of informal power. Jorge acts as the in the business department buying center.

user

influencer

gatekeeper

initiator

buyer

Question 21 Rose wants to sell computer software to Murphy Oil.

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