D099 WGU - SALES
MANAGEMENT - MODULE 3,
7, 12, & 5 QUESTIONS
, 1. Buying Center Group within the buying organization that influences the purchasing decision.
Roles: Initiator, User, Influencer, Gatekeeper, Buyer, Decision Maker.
2. Selling Center The seller's team working collaboratively to win the sale. Includes sales reps,
product experts, marketing statt, executives.
3. Key Difference Buying centers focus on making internal decisions. Selling centers focus on
presenting otterings to meet buyer needs.
4. Initiator The individual who starts the buying process by expressing a need for a
product or service. ie: IT Director identifying the need.
5. User The person or group who actually uses the product or service. ie: Developers
using the software.
6. Influencer Someone who attects the decision through expertise, opinion, or technical
knowledge. ie: CTO giving technical input.
7. Gatekeeper A person who controls access to decision-makers or filters information. ie:
Admin controlling access to execs.
8. Decision Maker The person with final authority to approve or reject a purchase. ie: CEO or CFO
signing ott.
9. Buyer The individual who handles the transaction—placing the order, managing the
contract, or paying the invoice. ie: Procurement handling paperwork.
10. Buying Process Roles include Initiators, Users, Influencers, Gatekeepers, Buyers, Decision
Stakeholders Makers.
11. B2B Buyer High volume, bulk purchases.
12. B2C Buyer Low volume, individual items.
13. Long, group decisions.
MANAGEMENT - MODULE 3,
7, 12, & 5 QUESTIONS
, 1. Buying Center Group within the buying organization that influences the purchasing decision.
Roles: Initiator, User, Influencer, Gatekeeper, Buyer, Decision Maker.
2. Selling Center The seller's team working collaboratively to win the sale. Includes sales reps,
product experts, marketing statt, executives.
3. Key Difference Buying centers focus on making internal decisions. Selling centers focus on
presenting otterings to meet buyer needs.
4. Initiator The individual who starts the buying process by expressing a need for a
product or service. ie: IT Director identifying the need.
5. User The person or group who actually uses the product or service. ie: Developers
using the software.
6. Influencer Someone who attects the decision through expertise, opinion, or technical
knowledge. ie: CTO giving technical input.
7. Gatekeeper A person who controls access to decision-makers or filters information. ie:
Admin controlling access to execs.
8. Decision Maker The person with final authority to approve or reject a purchase. ie: CEO or CFO
signing ott.
9. Buyer The individual who handles the transaction—placing the order, managing the
contract, or paying the invoice. ie: Procurement handling paperwork.
10. Buying Process Roles include Initiators, Users, Influencers, Gatekeepers, Buyers, Decision
Stakeholders Makers.
11. B2B Buyer High volume, bulk purchases.
12. B2C Buyer Low volume, individual items.
13. Long, group decisions.
