How do business buyers make their decisions?
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shruti-bansal -
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Transcript of How do business buyers make their decisions?
Business buying decision process is divided into 8 stages known as buy phase
Problem recognitionGeneral need desciptionProduct specificationSuppliers searchProposal solicitationSupplier selectionOrder routine specificationPerformance review
1.
Problem recognition
First step is to recognise a problem or need that can be met by acquiring a good for service
2. General need
description
The buyers determine needed item'sgeneral characteristicsand required quality
6.
Supplier selection
Buying center will specify and rank customer attributes ofen using a supplier evaluation model.
7. Order routine
specification
Buyers negotiate the final order listing the technical specifications the quantity needed the expected time of delivery, return policies