The Buying Process

The Buying Process

1. 1. Recognition of a Need

   • Someone realizes a problem exists
   • Salespeople can influence recognition stand
   • Purchase processes are created to try to increase competition

2. 2. Definition of the Product Type Needed

   • Organization members develop a general approach to solving the problem
   • Managers experience can help to take decisions

3. 3. Development of the Detailed Specifications

   • Potential suppliers will use these specifications to develop proposals.
   • The buyers will use them to objectively evaluate the proposals.
   • Salespeople can help develop specifications that favor their particular product.

4. 4. Search for Qualified Suppliers

   • The customer looks for potential suppliers
   • Extensive search procecure
     • Web search
     • Read customer reviews
     • Download case studies
     • Call customers found on a list on the potential suppliers website

5. 5. Acquisition and Analysis of Proposals

   • Qualified suppliers are asked to submit proposals
   • Competitors could get questions answered before preparing their proposal
   • Proposals are slide presentations delivered by the salesperson over the Web t
     • Through Webex, Zoom or some other form of online conference call

6. 6. Evaluation of Proposals and Selection of a Supplier

   • The customer evaluates the proposal
   • Further negotiation occurs
     • Concerning price, delivery, or specific performance features

7. 7. Order Placement and Receipt

   • Order is placed with the supplier
   • The supplier acknowledges receipt and commits to a delivery date
   • After a product is shipped, the buying firm inspects the received goods and then pays the supplier for the product
   • Sales people need to make sure the paperwork is corred and their firm knows what has to be done to satisfy the customer's requirement

8. 8. Evaluation of Product Performance

   • The product's performance is evaluated
   • The supplier is evaluated
     • The billing was accurate
     • How quickly service calls were handled
   • Salespeople need to work with purchasing agents to ensure that they are satisfied with the communications and delivery
   • The after sales support ensures that the salesperson's product will get a positive evaluation

Imagens e arquivos do mapa