May 10, 2026 · 3 min read
One of the most consequential decisions a B2B seller makes is whether to let buyers purchase directly or invite them to request a quote first. Get this wrong and you either create unnecessary friction for straightforward orders or you underprice complex ones. Here's how to think about it.
Buy Now works best for products with stable, predictable pricing — commodities, packaged goods, standard-spec items that don't vary by buyer. If you can confidently publish a price (including volume tiers) and it applies equally to every buyer who orders that quantity, Buy Now is the faster, lower-friction path.
Fast-moving goods especially benefit from direct purchase. A retailer who needs to replenish stock doesn't want to wait 48 hours for a quote approval. The more time-sensitive the purchase, the more Buy Now removes obstacles to closing. Returning buyers — people who've ordered from you before and know your quality — are also strong candidates for direct checkout.
Request for Quote is the right tool when price legitimately varies. Custom quantities outside your standard tiers, products where specifications affect cost (dimensions, materials, formulations), or first-time buyers placing unusually large orders — these are all situations where you need a conversation before committing to a price.
New buyer relationships also benefit from the RFQ flow. A quote request gives you a chance to verify the buyer, understand their use case, and establish the terms of the relationship before the first order ships. It's also the right mechanism when you want to negotiate net payment terms — something that doesn't fit neatly into a standard checkout.
When a buyer submits an RFQ on SUQ, you'll receive a notification with their requested quantity and any notes they've added. You respond with your quoted price, delivery lead time, and any conditions. The buyer reviews the quote and either accepts it or asks to negotiate. Once accepted, the quote converts directly to a confirmed order — no manual steps, no separate invoice to generate.
The entire exchange is documented in the platform, so both sides have a clear record of what was agreed and when.
Speed. Leaving a quote unanswered for more than 24 hours is the single most reliable way to lose an RFQ deal. A buyer who submits a quote request is actively in buying mode — they're comparing you to other suppliers simultaneously. A slow response reads as disorganization, or worse, as a signal that you don't actually want their business.
Set up notifications so you're alerted the moment a quote comes in. Respond within a few hours if at all possible, even if only to acknowledge receipt and set an expectation for when you'll have a full response. Buyers will wait for a seller they trust — but they won't wait in silence.
Enable RFQ and Buy Now on your SUQ storefront.
Configure both purchase flows for your product catalog and close more wholesale deals — on your terms.
Get started on SUQ →