For a Salesperson Trying to Determine the Impact of Group

question 12

Multiple Choice

For a salesperson trying to determine the impact of group forces on the organizational buying process, which of the following questions are appropriate?

• A)Which organizational members take part in the buying process?
• B)What is each member's relative influence in the decision?
• C)What criteria are important to each member in evaluating prospective suppliers?
• D)All of the answer choices are appropriate.

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Definitions:

Rational Decisions

Choices made based on logical analysis, considering all available information and potential outcomes, to maximize benefit or utility.

Superego

In psychoanalytic theory, the part of the personality responsible for moral standards and self-criticism.

Biological Drives

Innate impulses in living organisms that direct behavior towards fulfilling basic needs such as hunger, thirst, and sexual reproduction.

Personality

A mixture of traits and attributes that create a person's unique personality, affecting their actions, feelings, and thinking processes.