1. What are the different roles of the buying team (users, initiators, influencers, gatekeepers, deciders, purchasers) – (Chapter 3)? Then what are their primary communication/social styles? 

 

Role Role/Responsibilities Primary Social Style
Michael   Salesperson – No need to complete this section  
Margo (CEO)    
Bill (Sales VP)    
Jennifer (CFO)    
Howard (Project Head)