Question: Applying a disciplined approach to assessing your position with each key decision maker is necessary to ensure you'll devote the right time and strategies to persuade them effectively. Select one of the decision makers in the table below:
- identify briefly but clearly what their generic role is (i.e. what distinguishes a Technical Buyer from the others)
- interpret the letter or number code under each column for that decision maker (for instance "H", "EK" and "-2" for the Economic Buying Influence).
| Influence |
Degree of Influence
|
Response mode |
Attitude Rating |
|
Economic
|
H
|
EK
|
-2
|
|
User
|
H
|
T
|
+3
|
|
Technical
|
L
|
T
|
-3
|
|
Coach
|
L
|
G
|
+4
|