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:

Penis Envy

In psychoanalytic theory, a supposed envy that females feel towards males, theorized by Freud to stem from the realization that they do not have a penis, leading to feelings of inferiority.

Superego

The part of the human psyche in Freudian psychoanalysis that acts as a self-critical conscience, reflecting social standards learned from parents and teachers.

Free Association

A psychoanalytic technique where the patient is encouraged to relay thoughts and feelings without censorship as they come to mind, leading to insights into unconscious processes.

Represses Hostility

The psychological act of suppressing aggressive feelings or thoughts consciously or unconsciously.