The process of proposal solicitation is a fundamental part of the strategic sourcing cycle. The correct sequence of major activities includes:

1. Origination: This initial phase involves identifying and defining the business need for a product or service, which triggers the sourcing process.

2. Qualification: In this step, potential suppliers are identified, evaluated, and vetted against predefined criteria (e.g., financial stability, technical capability, capacity) to create a list of qualified bidders who will be invited to submit proposals.

3. Negotiation: After proposals are solicited and evaluated, this final stage involves discussing and agreeing upon the terms, conditions, and pricing with the selected supplier(s) before a contract is awarded.

A: "Projection" is a forecasting activity that may inform the need, but it is not a standard step within the solicitation process itself.

B: "Selection" is the outcome of the solicitation and evaluation process, while "Management" refers to the broader, post-award supplier relationship management activities.

C: "Cooperation" and "Foundation" describe desirable attributes of a supplier relationship, not distinct, sequential steps in the formal sourcing process.

1. Monczka

R. M.

Handfield

R. B.

Giunipero

L. C.

& Patterson

J. L. (2016). Purchasing and Supply Chain Management (6th ed.). Cengage Learning. The strategic sourcing process is detailed in Chapter 7

which outlines steps including need identification (Origination)

supplier evaluation (Qualification)

and contract negotiation.

2. Institute for Supply Management (ISM). (2015). ISM Glossary of Key Supply Management Terms (5th ed.). The glossary defines "Supplier Qualification" as a distinct process of assessment and "Sourcing" as the end-to-end process that includes identifying needs

evaluating/selecting suppliers

and managing them

which encompasses the steps in the correct answer.

3. Burt

D. N.

Petcavage

S. D.

& Pinkerton

R. L. (2010). Supply Management (8th ed.). McGraw-Hill/Irwin. Chapter 5

"Supplier Selection

" describes the process flow from identifying potential suppliers

to prequalification

and finally to negotiation and selection.