1. Who are the various members of the buying center that Larry should take time to get to know? What role or roles within the buying center is each person filling?
2.What are the primary needs of each member of the buying center? How much influence do you expect each member of the buying center will have on the final decision?
3. Discuss the buying process being followed by National Agri Products Company. At what stage of the buying process is it most beneficial for Larry to get involved?