B2B Customer Decision-Making Process

Suppose 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.

Thisdocument isin response to which stage in the decision-making process of your customer? Choose the most appropriate option.

Search for information and potential suppliers

Requestfor Proposal (RFP)

Evaluation of proposals and vendor selection

Establishment of a routine order