Price

Buyers are concerned with th evaluated price of a product. Customers do not buy product , actually he is
buying value or satisfaction. So hm evaluating price, buyers consider a wide range of factors that
generate or minimize cost. With the passage of time, the importance of price has been increased. Price
cannot be considered hm isolation. A supplies who has a reputation for high quality products and
dependable delivery may be awarded a contract even though his prices as higher.

Services

Multiple services as required by industrial buyers to achieve organizational goals. Such services halted
technical assistance, availability of rare parts, repair capability and training information. The marketer
who can offer sound technical advice and a ready supply of replacement parts has a differential
advantage over competitors.

Quality

Organizational customers search for quality levels that are consistent with specifications and the
intended use of the product. The are reluctant to say for extra quality and are unwilling to compromise
specifictions for a reduced price. This quality factors ensure the guarantee of the quality final product
which help in reducing costly inspections and testing.

Assurance of supply

When th supply of needed parts and materials are interrupted that will cause a shutdown of the
production which results hm costly delays and lost sales. Distribution services are consider second most
important factor after product quality which influence the purchasing decision. To avoid this
interruptions in supply, the purchasing agents does not rely on a single source of supply.

Reciprocity
Giving consideration to selecting suppliers because of their value as customers is known as reciprocity.
The benefit of this agreement is to meet the basic needs or requirements of the purchasing material. By
this, buyer and seller reach an agreement on an exchange of business that is mutually beneficial and has
become an important part of the trade relations responsibility of purchasing and materials
management.