Business Buying Behavior
Stages in the B2B Buying Process and B2B Buying Situations
Key Takeaway
The
stages in the B2B buying process are as follows: Someone recognizes
that the organization has a need that can be solved by purchasing a good
or service. The need is described and quantified. Qualified suppliers
are searched for, and each qualified supplier is sent a request for
proposal (RFP), which is an invitation to submit a bid to supply the
good or service. The proposals suppliers submit are evaluated, one or
more supplier(s) selected, and an order routine with each is
established. A postpurchase evaluation is later conducted and the
feedback provided to the suppliers. The buying stages an organization
goes through often depend on the buying situation - whether it's a
straight rebuy, new buy, or modified rebuy.