Xv

Participants in the Business Buying Process 214 The Buying Center 214 Buying Center Influences 215 Buying Center Targeting 215 The Purchasing/Procurement Process 217 Purchasing Orientations 218 Types of Purchasing Processes 213 Purchasing Organization and Administration 219 Stages in the Buying Process 219 Problem Recognition 220

General Need Oe$cription and Product Specification 221 Supplier Search 222 E-Procurement 222

MARKETING INSIGHT The Businoss-to-BusineSS (B2B)

Cyberbuying Ëaîaar 223

Proposal Solicitation 225 Supplier Selection 225

Salehoo Secrets and Tips

Salehoo Secrets and Tips

As with any web site, SaleHoo has a number of features that will help you in buying products from around the world. Once you have an account on SaleHoo, which only costs a one-time fee, you can establish up to twenty named searches for products. After that, any time those items become available, you’ll be alerted.

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