Steps In the B2B Buying Process

A manager approaches her boss the inefficient speed of their current factory line. Which stage of the buying process is this?

• problem recognition

• general need description

• product specification

• supplier research

Which stage is the responsibility of the engineering department?

• problem recognition

• product specification

• proposal solicitation

• order-routine specification

In this stage the buyer screens the proposals and makes a choice.

• problem recognition

• order-routine specification

• performance review

• supplier selection

In this stage the buyer reviews supplier's performance and provides feedback.

• proposal solicitation

• performance review

• procurement process

• order-routine specification

Stage in which the need/problem is described so that everyone understands the need AND the solution.

• problem recognition

• general need description

• product specification

• supplier research

Uses websites to make research easier in this stage.

• problem recognition

• general need description

• product specification

• supplier research

The final order is written listing specifications, quantities, and warranties.

• problem recognition

• procurement process

• performance review

• order routine specification

A rebuy takes place in this stage.

• Performance Review

• Order-Routine Specification

• Procurement Process for Routine Purchases

• Supplier Selection

This stage may lead lead to changes in how the buyer and supplier work together by improving efficiency, improving quality, and achieving greater customer satisfaction.

• Supplier Selection

• Performance Review

• Proposal Solicitation

• Supplier Research

Meet with each vendor during this stage to negotiation terms of sale such as pricing, timing, and delivery.

• supplier selection

• proposal solicitation

• order-routine specification

• procurement process for routine purchases