How to Map Out the Decision Making Unit to Sell More Effectively
The Brooks Group
OCTOBER 3, 2017
In today’s selling environment, it’s becoming more and more rare for one individual to be tasked with making a purchasing decision. A multi-person decision making unit (also known as the DMU) is often used to ensure the best vendor is selected, as well as to spread out the risk involved with making an important decision. Because of the shift to this purchasing committee model, salespeople must be capable of mapping out the decision making unit quickly and effectively.
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