During the RFP stage, B2B buyers:

a. recognize obstacles that the firm must work around.

b. revise their need recognition analysis.

c. invite suppliers to bid on supplying what is requested.

d. proceed to vendor analysis.

e. negotiate contract terms.

The correct answer is c. invite suppliers to bid on supplying what is requested.

Explanation:

B2B sales require special attention due to the profile of your buyer.

In this type of sale, buyers have a position much more linked to decision making, so they spend more time on a detailed and critical analysis of the proposal.

The B2B buyer chooses companies that allow the creation of strong business relationships, with a guarantee of supply and deadlines.

This is because B2B negotiations demand an effort, time and investment that, in case of any inconvenience, it can be difficult to recover and find a new supplier.