Which the Following Is Not a Step in the Buying

question 27

Multiple Choice

Which the following is not a step in the buying process?

• A) Analysis of proposals
• B) Performance feedback and evaluation
• C) Making a sales presentation
• D) Recognizing a problem or need
• E) All of the above are steps in the buying process

---

Definitions:

Charismatic Authority

A form of leadership where followers are drawn to the leader's personal qualities and the belief in his or her extraordinary powers, characteristics, or ideas.

Routinized

Refers to the process through which actions or procedures become regular, uniform, and methodical, often resulting in increased predictability and efficiency.

Rational Authority

A form of leadership where authority is based on legal rationality, institutional procedures, and a belief in the legality of enacted rules.

Bureaucrats

Government or organizational officials who are typically part of a complex hierarchical structure and responsible for implementing policies, laws, and administrative functions.