1. Why is it important for a salesperson to properly identify the decision maker in a buying center? How should a sales manager go about coaching his or her reps to find out who this person really is?...

1. Why is it important for a salesperson to properly identify the decision maker in a buying center? How should a sales manager go about coaching his or her reps to find out who this person really is?

2. Define multilevel selling. Give an example of a marketing alliance and explain why such a partnership benefits both parties.

3. What is a value-added reseller (VAR)? How should VAR sales managers coordinate their service and repair issues with their manufacturing partners?