《市场营销专业英语教程》chapter04.ppt

* The organizational buying process can be analyzed as a series of four stages: need identification vendor analysis purchase activities postpurchase evaluation Stages in the Organizational Buying Process * Need Identification Recognizing these needs, and a willingness and ability to meet them, often results in organizational purchases. Vendor Analysis A vendor analysis is the process by which buyers rate each potential supplier on various performance measures such as product quality, on-time delivery, price, payment terms, and use of modern technology. Stages in the Organizat