After need recognition and product specification, many firms using the B2B buying process: - identify contract specifications. - issue a request for proposals from invited suppliers. - proceed to proposal analysis. - enter vendor negotiation and selection. - revise their need recognition analysis.

Issue a request for proposals from invited suppliers.

Explanation:

Industrial purchasing decision making involves more physical and observables stages.

The buying process begins when someone in the company recognizes a problem or need that can be met by acquiring goods or services.

B2B buying stages:

-Need recognition, definition of characteristics and quantity, and development of specifications.

-Search for and qualifications of suppliers, proposal or quote solicitation.

-Evaluation of proposals and supplier selection.

-Selection of an order routine.

-Performance evaluation and feedback.