Download - How do business buyers make their decision?
PROBLEM RECOGNITION
GENERAL NEED DESCRIPTION
SUPPLIER SEARCH PROPOSAL SOLICITATION
SUPPLIER SELECTION
ORDER ROUTINE SPECIFICATION
PERFORMANCE REVIEW
THE PROCESS FLOW
SUPPLIER SEARCH
SUPPLIER SEARCH
CATALOG SITES
VERTICAL MARKETS
PURE PLAY AUCTION
SITES
SPOT MARKETS
PRIVATE EXCHANGE
S
BUYING ALLIANCES
PROPOSAL SOLICITATION
BUYER INVITES PROPOSALS, DETAILED PROPOSALS FOR COMPLEX NATURED GOODS
SELECTED SELLERS MAKE FORMAL PRESENTATION
SUPPLIER SELECTION
BUYERS SELECT BASED ON CVA(CUSTOMER VALUE ASSESSMENT ), THE ATTRIBUTES AND THEIR IMPORTANCE CHANGES WITH
SITUATION
OVERCOMING PRICE
PRESSURES
IMPROVING PRODUCTIVIT
Y
RESTRICTIVE CONDITIONS
LIMITED QUANTITIES
NO REFUNDS
NO ADJUSTMENTS
SOLUTION SELLING
ENHANCE COSTUMER REVENUES
DRECREASE CUSTOMER
RISKS
REDUCE CUSTOMER
COSTS
STOCKLESS PURCHASE PLANS
• LONG TERM CONTRACT TO PROVIDE SERVICES OVER A LONG PERIOD OF TIME
VENDOR MANAGED INVENTORY
• THE RESPONSIBILTY IS SHIFTED TO THE VENDORTHROUGH CONTINOUS REPLENISHMENT
PERFORMANCE REVIEW
BUYER PERIODICALLY REVIEWS THE PERFORMANCE ON VARIOUS
PARAMETERS, THEREBY ADJUSTING QUANTITY OR PRICE IN UPCOMING
PURCHASES
PROBLEM RECOGNITION
GENERAL NEED DESCRIPTION
SUPPLIER SEARCH PROPOSAL SOLICITATION
SUPPLIER SELECTION
ORDER ROUTINE SPECIFICATION
PERFORMANCE REVIEW
SUMMARY