Robbie Is a Purchasing Agent for a Large Corporation, and He's

question 87

Multiple Choice

Robbie is a purchasing agent for a large corporation, and he's just sent out a request for proposals from five different software developers, asking them to bid on a new project. Samantha, an account manager for one of the software developers, calls Robbie and asks to meet with him to clarify the specifications of the project. In which stage of the organizational buying process are they?

• A) Recognizing a problem or opportunity
• B) Defining the characteristics of the needed product
• C) Evaluating proposals and selecting suppliers
• D) Obtaining feedback and evaluating performance

---

Definitions:

Sales Workers

Individuals employed to sell goods and services to customers, often working on commission.

Agency Shop

A place of employment where the employer may hire either labor union members or nonmembers but where those employees who do not join the union must either pay union dues or donate an equivalent amount of money to a charity.

Union Dues

Fees paid by members to a union to fund activities, including collective bargaining, legal actions, and member services.

Union-Negotiated

Agreements or contracts about wages, working conditions, and other employment terms that are discussed and decided upon through collective bargaining by unions on behalf of employees.