Explain the organizational buying process for the purchase of generator sets.
Answers
Purchasing process refers to the process through which industrial buyers make a purchase decision.
All organization has to purchase goods and services for smooth operations and therefore it has to go through a difficult problem solving and decision making process.
Decision making process by which normally organisations stall the need for products and services to be purchased, evaluate and choose alternative brands and suppliers.
Organizational procurement process
B2B Purchase Decision
There are eight stages in the organizational procurement process, which are listed in the figures below. Although these steps are parallel to the consumer procurement process, there are significant differences, which have a direct impact on marketing strategy. The whole process is only in the case of new work. In almost all the circumstances, the organizational procurement process is more formal than the consumer procurement process.
It is likewise substancial noting that B2B purchase decisions are more intensive-than consumer purchasing decisions. As the marketing opportunity grows, buyers want detailed information to guide their choices. It is unlikely that B2B buyers, as opposed to the consumer, will always be based on the information seen in the standard advertisement on an end-of-advertising decision.
Organization process process steps are described below
Problem identification
The process starts when a person in the organization identifies a problem or identity that can be accomplished by getting good or service. The problem may be identified as a result of internal or external stimuli. Internal stimulation can be a commercial problem or surfaces may be required through the functions of internal operations or managers or employees. External stimuli can be presented by a seller, an advertisement, information raised in a trade show, or a new competitive development.
General requirements description
Once they recognize that there is a necessity, buyers should fully describe to ensure that everyone understands the nature of nature and the nature of nature. Working with engineers, users, purchasing agents and others, the buyer identifies and prioritizes important product attributes. Armed with knowledge, this buyer understands almost all product-related concerns of a specific customer.
As of a marketing strategy viewpoint, there is a prospect to influence purchase decision at this stage by providing Public relations can play an important role by keeping stories about innovative achievements in their successful clients and various business magazines. (Note that there is an example of the AirCanada video you watched. The video was made by IBM and presented as one of "IBM Client Stories".)