Buying Centers - Personal Application

Buying centers, sometimes called procurement, are where B2B buying decisions are made.

• Consider your own workplace. Do you work for a company, the military, or at a nonprofit institution such as a hospital?
• Describe your organization's buying center and how it adds value by procuring what your organization needs to conduct its business and produce its own products or services? 
• How are the buying decisions made? 

Include a link to your workplace if you have one. If you aren't working, you may use a friend's company or that of your significant other. 

 

I work for a Bezalel company which is a company that deals with spare parts.We offer quality ex-japan spare parts that includes nose cuts,headlights(both xenon and non-xenon),backlights,side mirrors ,bumpers etc.

Our buying centre is in Shazam from Harji autospares where we import the spare parts from.Our buying centre offers quality products at affordable prices.They offer packing services to ensure that the products arrive at the required destination at the right condition .The products are always in good condition even after the shipment and therefore adding value to them after being imported.This has made our business gain trust from the customers because we offer products of high quality and with value.

The business buying decision process involves five distinct stages. At each stage, different decisionmakers may be involved, depending on the cost and strategic importance of the purchase. To navigate the buying decision process successfully, you need to provide the right type of information and ensure that your sales representatives are contacting the right decision makers. You can also strengthen your position by offering customers advice and guidance at each stage — a process known as consultative selling.

Awareness: The process begins when a company identifies a need for a purchase. It may want to replace an existing item, replenish stocks or buy a new product that is just available on the market. You can also stimulate a need that the company may not be aware of by advising them of issues and challenges that other companies in their industry face. The buying team next works with the requesting department to firm up on the requirement. Your sales team can provide advice and guidance at this stage by offering discussion papers or inviting decision makers to workshops or seminars on the topic.

Specification: When the buying team has agreed requirements, it prepares a detailed specification that sets out quantities, performance and technical requirements for a product. Your sales team can support this stage by advising the buying team on best practice or collaborating with the buying team to develop the specification. Buying teams then use the specification to search for potential suppliers. They may search the Internet to find products or companies that provide a match to their specification, so it is important that your website features keywords that match your customers' product or service needs.

Proposals: When the buying team has identified potential suppliers, it asks for detailed proposals from the suppliers. The team may issue a formal document known as a request for proposal, or it may outline requirements and invite potential suppliers to make a presentation or submit a quotation. If the product or service has a precise specification, the buying team may simply ask for price quotations. If the product is more complex, it may ask for proposals on how a supplier would meet the need.

Evaluation: The buying team evaluates suppliers' proposals against criteria such as price, performance and value for money. As well as evaluating the product, they assess the supplier on factors such as corporate reputation, financial stability, technical reputation and reliability. You can influence decisions at this stage by providing company information, case studies and independent reports that review your company and products.

Order: Before the buying team places an order with the chosen supplier, they negotiate price, discount, finance arrangements and payment terms, as well as confirming delivery dates and any other contractual matters. When the order is complete and delivered, the buying team may add a further stage by reviewing the performance of the product and the supplier. This stage may include imposition of penalty charges if the product fails to meet the agreed specification.

Our business is located in Nairobi city ,kirinyaga road,Kirinyaga business centre building.