Question 1: Choose an industrial product and try to guess the buying center for customers of that product. What is the customer behavior for a typical member in each group, expressed in terms of the basic customer behavior questions (Why? How? etc.)?
Question 2: Suppose you are hired as a salesperson for a company that sells the product in question. How do you find out who occupies each buying role in the center?
Question 3: How do you use the above information to do your job?