What term describes actions by a salesperson that contact other members of the buying center without the purchaser's knowledge?

The term that describes actions by a salesperson who contacts other members of the buying center without the purchaser's knowledge is known as backdoor selling. This practice can occur when a salesperson attempts to bypass the official purchasing process and engage directly with other stakeholders involved in the buying decision, such as users of the product, technical staff, or executives.

Backdoor selling can undermine the established purchasing protocols and may lead to distrust between the buyer and the seller. It is often viewed negatively and can harm long-term relationships if the purchasing agent becomes aware of such actions.

In contrast, the other terms presented do not specifically capture the essence of this behavior. Underhanded selling implies a deceitful approach but does not specifically reference the action of circumventing the purchaser. Direct selling refers to selling straight to consumers without intermediaries, and indirect selling typically involves a third-party intermediary. Thus, backdoor selling accurately captures the nuance of bypassing a key individual in the purchase process.