Chapters 3 & 4

Question 1

4 Steps To Understanding Internal Customers

Answer 1

Define the Buying Center
-Initiator
-Gatekeeper
-Influencers
-Deciders
-Purchaser
-User
Assess Sources of Power
-Referent
-Expert
-Legitimate
-Reward
-Coercive
Evaluate Motivations
Determine Perceptions

Question 2

5 Basic Parts of a Contract

Answer 2

Offer
Acceptance
Consideration
Authority
Legality