Which term describes individuals within the buyer's organization who might block a salesperson's access?

The term that describes individuals within the buyer's organization who might block a salesperson's access is influential adversaries. These individuals often have the authority or influence to prevent salespeople from reaching key decision-makers within the organization. Their role is significant because they can impact the sales process by creating obstacles, whether intentionally or unintentionally, that the salesperson must navigate.

Influential adversaries may possess different motivations, such as protecting their own interests or preferences, which can affect the dynamics of the selling process. Recognizing and addressing these adversaries is crucial for sales professionals, as they can significantly hinder the ability to establish relationships and drive sales.

In contrast, the other terms refer to different roles within the dynamics of organizational buying. The focus of receptivity points to individuals who are open to hearing sales pitches and receptive to new ideas, while the focus of power refers to those who hold significant decision-making authority within the organization. Power brokers are individuals who have substantial influence but are not necessarily adversarial. Understanding the nuances between these concepts helps salespeople navigate the complexities of organizational sales more effectively.