What are the three steps in the organizational buying process?

The three steps in the organizational buying process focus on critical activities that organizations undertake when making purchasing decisions. The correct choice highlights the decision-making process, managing the buyer-seller relationship, and defining the problem, which effectively encapsulates the fundamental stages of this process.

The decision-making process encompasses all the steps an organization takes to arrive at a purchase decision, including recognizing the need for a product or service, searching for information, evaluating alternatives, and making the final decision. This stage is crucial as it ensures that the organization thoroughly analyzes its needs and options.

Managing the buyer-seller relationship is essential in a business context since strong relationships can lead to better communication, trust, and favorable terms. This aspect not only involves negotiation but also ongoing interactions that can influence future purchases and partnerships.

Defining the problem is a vital step as it involves identifying the specific needs that must be addressed, leading to informed decision-making. Properly articulating the problem allows the organization to ensure they are seeking solutions that truly fit their requirements.

Together, these elements provide a comprehensive view of the organizational buying process, making the selected answer the correct one.