In Which Stage of the Buying Process Was the Chief

question 40

Multiple Choice

In which stage of the buying process was the chief executive of Norell, an agency that supplies businesses with temporary workers, when he realized that the health-care industry necessitated temporary workers as much if not more than goods-oriented businesses?

• A)preparation of the salesperson's presentation
• B)evaluation of alternatives
• C)development of specifications
• D)recognizing a need
• E)evaluation of the result of sale calls

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Definitions:

Self-actualizers

Individuals who achieve the highest level of personal growth and fulfillment, according to Maslow's hierarchy of needs.

Metaneeds

Higher-level psychological needs described by Abraham Maslow, such as self-actualization, beyond basic physiological and safety needs.

Deficiency Needs

Basic requirements for physical and psychological well-being, as defined by Abraham Maslow, including needs for safety, love, and esteem, which must be met before an individual can achieve self-actualization.

Self-actualized Persons

Individuals who have realized and fulfilled their potential, as described in Maslow's hierarchy of needs, achieving personal growth and self-fulfillment.