3. Supplier source search and proposal solicitation.

             At this stage organization is looking for suitable supplier and asking for offers.

             4. Selection.

             Suppliers and products are evaluated for their properties according to criteria set by the organization. Organization selects the most suitable offer and makes a de-tailed order.

             5. Transition Routine.

             In transition routine stage the finals terms and quantities are negotiated with supplier.

             6. Performance Evaluation.

             Organization evaluates the performance of the supplying organization and then decides on the basis of the customer relationship; to continue, amend it in any way or to withdraw from.

             1. Need problem recognition.

             Process of buying begins when someone in the organization identifies problem or need for service or product. Problem recognition can be divided into two catego-ries: .

            

             • Internal stimuli.

             Internal stimuli can be that organization has a need for new CRM-systems or needed materials are out of stock. .

            

             • External stimuli .

             External stimuli can be for example a better materials offered by a new suppli-er.

             2. Product specifications.

             Product is one of the most important elements of the entire marketing supply.

             Companies try to differentiate themselves from competitors with their own brands and also with customized product offerings and delivery services. Related to busi-ness to customer markets products are often tailor-made and highly customized. Also value adding services are often offered.

             Quality is very important aspect in business to business markets. Quality can be even more important than price because it has essential impact on the end-users or to production process.

             At this phase buying organization determines needed products or services and their quantity. .

             3. Supplier search.

             In this phase company or organization tries to identify suppliers offering the most value-adding, best or cheapest product or service needed.

             Companies can search suppliers from many different sources.