Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

A) the use of sales representatives versus independent reps.
B) the effectiveness of role playing.
C) the buyer's readiness to purchase.
D) the number of sales support personnel available.
E) how the person was trained.

The buyer's readiness to purchase is a key factor in determining whether or not a salesperson will go through all five steps of the selling process. If the buyer is already aware of their need for the product, has evaluated options, and is ready to make a purchase, a salesperson may not need to go through all five steps. However, if the buyer is not yet aware of their need or is hesitant to make a purchase, a salesperson may need to work through all five steps to successfully close the sale. The other options (A, B, D, and E) are not relevant factors in determining whether or not a salesperson will go through all five steps.