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General need description

and product specification

Standard items – go as per internal records or

as per specs laid out in ISI documents

Complex items – collaborate with engineers,

users; else sit with marketer’s application

engineers who do consultative selling and

work out specs and likely price

Certain buying organizations attach a PVA or

product value analysis team to the project

who will conduct extensive analysis to arrive

at specs that will lead to minimum cost

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