A computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales) to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the __________ of their organizations' buying centers.

A computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales) to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the __________ of their organizations' buying centers.

A computer company salesperson invites the IT managers of its top ten customers (in terms of dollar sales) to view a demonstration of the firm's new product line so she can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the __________ of their organizations' buying centers.


A. gatekeepers

B. reciprocity managers

C. buyers

D. influencers

E. users


Answer: D. influencers


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