B2B Decision-Making ProcessAn IT firm wants to procure sanitisers in bulk for use in its office premises. As the procurement manager of the firm, you have to get the product at the best possible price, without compromising on the quality. You have shortlisted some well-known vendors. Which stage of decision-making will come into effect now?Search for information and potential suppliersRequests for Proposals (RFPs)Evaluation of proposals and vendor selectionEstablishment of a routine order

B2B Customer Decision-Making ProcessSuppose that you are the regional sales manager of a B2B air-conditioning firm. The procurement head of a major construction firm requires central air conditioning for one of its malls.You have prepared a document with detailed product features, pricing, payment terms, and conditions such as the mode of payment etc. along with the expected delivery dates and the terms of the warranty.This document is in response to which stage in the decision-making process of your customer? Choose the most appropriate option.Search for information and potential suppliersRequest for Proposal (RFP)Evaluation of proposals and vendor selectionEstablishment of a routine order

B2B Decision-Making ProcessSuppose that you are the sales manager of a firm manufacturing industrial pumps. A government factory has come up with a tender for a set of pumps, and multiple competitors have sent proposals. You have to work towards winning the order. What are the factors you think your proposal should possess for this to happen?

What is the final stage in the B2B buying process?  Information search   Post-purchase evaluation   Need recognition   Purchase decision

Sales ProcessAxisBusiness Limited is a leading B2B solutions company that has nearly doubled its sales every year in its first 3 years of operation. Following this massive growth, it showed substantial increases for many years. The various steps that it took to increase volumes are given below. Arrange them according to the appropriate order of the sales process, starting with the first one that would have been taken.Contact the key decision-makers of various companies and obtain their agreement on trying a demo of the product.Provide customer tech support and make sure that the product is working well for the customer.Advertise and contact various companies and tell them about the products and services that are offered.Arrive at an agreement with the company and provide them with a variety of payment options.Provide a trial period during which the sales representative is in regular contact, offering free technical support, and continue to stress the importance of the product to the company.3, 1, 5, 4, 21, 2, 3, 4, 52, 1, 5, 4, 3 1, 5, 2, 4, 3

After planning for procurement management, the next process involves ____.Group of answer choicessending appropriate documentation to potential sellersusing expert judgement in planning purchases and acquisitionsdeveloping procurement statements of workdetermining the evaluation criteria for the contract award