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6 Cards in this Set

  • Front
  • Back
B is for...
budget.

Are funds allocated or, at least, available?
A is for...
authority.

Does Key Player have dotted authority to approve?
N is for...
need. Has at least one Key Player acknowledged the existence of a problem?
C is for...
competition. What kind of competitive forces do we face? Entrenched supplier? Alternative initiative?
U is for...
urgency. How high is the pressure gauge? Why might this be important today, and not six months ago or six months from now?
S is for...
stage. What stage of the decision-making process does the customer occupy?