ANALYSING BUSINESS MARKETS

How do buyers make their decision?

STAGES IN THE BUYING PROCESS

PROBLEM RECOGNITION

IT CAN BE MET BY ACQUIRING A GOOD OR

SERVICE

GENERAL NEED DESCRIPTION

BUYER DETERMINES THE NEEDED ITEM’S CHRACTERISTICS

BUYERS TRIES TO SEARCH SUPPLIERS

PROPOSAL SOLICITATION

QUALIFIED SUPPLIERS ARE INVITED TO SUBMIT PROPOSALS

SUPPLIER SELECTION

BUYERS SELECT BEST SUPPLIER ATTRIBUTES

PERFORMANCE REVIEW

BY BUYERS

DISCLAMERCREATED BY ABHISHEK SIROHI,HBTI KDURING AN INTERNSHIP BY PROF.SAMEER MATHUR,IIM LUCKNOW.WWW.IIMInternship.com