Fordham Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Fordham Hardware should.
A) attempt to facilitate the collective agreement of all members of the buying center.
B) address the concerns of all members of the buying center with particular attention to the decision maker.
C) attempt to get one "friend" on the committee to support his products.
D) focus on providing information to and making the sales approach to the one decision maker.
E) focus exclusively on the head of the buying center.
Answer: A) attempt to facilitate the collective agreement of all members of the buying center.