Sales Management -UNIT 3 Latest Premium
Exam Questions and Answers with Verified
Solutions | Latest Updated 2026
buying center Also called decision-making unit (DMU),
brings
together all those members of an
organization who
become involved in the buying process for
a
particular product or service
decision-making unit (DMU) A group of people within an organization
who
make business purchasing decisions
selling centers Functional representation that supports a
sales
person to create a team-selling approach
(finance, marketing, operations, etc.) joins
the
salesperson in supporting the selling
process
how the high-tech sector may put The economic buyer
together a buying center. They will The infrastructure buyer
most likely use the following roles: The user buyer
,The user buyer This position influences the buying
decision at the
user level and decides whether the
organization
will achieve its financial objectives through
the
purchase. For instance, if end users
provide
negative feedback about the product or
demonstrate that the product is hard to
use, then
the user buyer will determine whether the
purchase
will prevent the company from reaching its
economic goals
The infrastructure buyer This role influences the buying decision at
the
execution level. If a product poses
challenges at
the installation phase, then the
infrastructure buyer
or DMU steps in to decide whether the
return on
investment (ROI) is worth the time and
money
required to set up the infrastructure. The
infrastructure buyer is typically someone in
the IT
department.
, The economic buyer This individual is responsible for buying
products
that enable the company to achieve a
business
advantage. The economic buyer justifies
the
purchase by linking it to profit. The
economic
buyer's position within the organization can
range
from the business unit manager level to as
high as
the CEO.
These stakeholders who provide Initiators
buyers with input generally fall into Users
one or more of the following Influencers
groups: Gatekeepers
Decision Makers
Buyers
Buyers Buyers are the people who sign the
contract. They
differ from the decision maker in that they
are
focused on the financial aspects of the
purchase
and how the purchase can positively
impact
organizational metrics. The buyer makes
the selling
transaction with the seller.
Exam Questions and Answers with Verified
Solutions | Latest Updated 2026
buying center Also called decision-making unit (DMU),
brings
together all those members of an
organization who
become involved in the buying process for
a
particular product or service
decision-making unit (DMU) A group of people within an organization
who
make business purchasing decisions
selling centers Functional representation that supports a
sales
person to create a team-selling approach
(finance, marketing, operations, etc.) joins
the
salesperson in supporting the selling
process
how the high-tech sector may put The economic buyer
together a buying center. They will The infrastructure buyer
most likely use the following roles: The user buyer
,The user buyer This position influences the buying
decision at the
user level and decides whether the
organization
will achieve its financial objectives through
the
purchase. For instance, if end users
provide
negative feedback about the product or
demonstrate that the product is hard to
use, then
the user buyer will determine whether the
purchase
will prevent the company from reaching its
economic goals
The infrastructure buyer This role influences the buying decision at
the
execution level. If a product poses
challenges at
the installation phase, then the
infrastructure buyer
or DMU steps in to decide whether the
return on
investment (ROI) is worth the time and
money
required to set up the infrastructure. The
infrastructure buyer is typically someone in
the IT
department.
, The economic buyer This individual is responsible for buying
products
that enable the company to achieve a
business
advantage. The economic buyer justifies
the
purchase by linking it to profit. The
economic
buyer's position within the organization can
range
from the business unit manager level to as
high as
the CEO.
These stakeholders who provide Initiators
buyers with input generally fall into Users
one or more of the following Influencers
groups: Gatekeepers
Decision Makers
Buyers
Buyers Buyers are the people who sign the
contract. They
differ from the decision maker in that they
are
focused on the financial aspects of the
purchase
and how the purchase can positively
impact
organizational metrics. The buyer makes
the selling
transaction with the seller.
