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2 December, 17:52

After need recognition and product specification, many firms using the B2B buying process: - identify contract specifications. - issue a request for proposals from invited suppliers. - proceed to proposal analysis. - enter vendor negotiation and selection. - revise their need recognition analysis.

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  1. 2 December, 18:21
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    Issue a request for proposals from invited suppliers.

    Explanation:

    Industrial purchasing decision making involves more physical and observables stages.

    The buying process begins when someone in the company recognizes a problem or need that can be met by acquiring goods or services.

    B2B buying stages:

    -Need recognition, definition of characteristics and quantity, and development of specifications.

    -Search for and qualifications of suppliers, proposal or quote solicitation.

    -Evaluation of proposals and supplier selection.

    -Selection of an order routine.

    -Performance evaluation and feedback.
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