莲 制卧份贸易大兰 营销学原理 (2)The purchasing managers from this delegation are largely have clear goals of what to purchase,even in terms of product specifications.So the first step they'd take would be searching for suppliers,and then soliciting proposals. When judgment is made of the proposals,they'd select the supplier(s),place the order with the chosen supplier(s) and close a deal. (3)To win sales for the textile company,one must be active in identifying and meeting the needs of the potential buyers by providing specific information and proposals.Be as helpful and communicable to them as possible during their stay in our country. Criteria: (1) 1 point for identifying purchasing managers as the main role in the delegation; (2) 2 points for identifying four steps in the purchasing process; (3) 2 points for the salesperson's understanding of purchasing managers'needs for information and proposals,as well as the importance of communication skills. --ND-- 第4页共4页营销学原理 (2) The purchasing managers from this delegation are largely have clear goals of what to purchase, even in terms of product specifications. So the first step they’d take would be searching for suppliers, and then soliciting proposals. When judgment is made of the proposals, they’d select the supplier(s), place the order with the chosen supplier(s) and close a deal. (3) To win sales for the textile company, one must be active in identifying and meeting the needs of the potential buyers by providing specific information and proposals. Be as helpful and communicable to them as possible during their stay in our country. Criteria: (1) 1 point for identifying purchasing managers as the main role in the delegation; (2) 2 points for identifying four steps in the purchasing process; (3) 2 points for the salesperson’s understanding of purchasing managers’ needs for information and proposals, as well as the importance of communication skills. -- END -- 第4页 共4页