In the generally accepted stages of the business buying process, the step following the recognition of the organizational problem or need is the ________.

Question

Quizplus · Accepted Answer

After recognizing the organizational problem or need, the next step in the business buying process is to determine the characteristics of the item and quantity needed. This involves defining the specifications and requirements for the product or service to be acquired, such as its features, functionality, quality, and quantity. This step is crucial for ensuring that the buying organization obtains the right product or service that meets its needs and expectations. Once the characteristics and quantity are determined, the organization can move on to searching for and qualifying potential sources, acquiring and analyzing proposals, and ultimately making a purchase decision.

In the Generally Accepted Stages of the Business Buying Process