Influencing Decisions in Sales

Wolfgang Messner
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Wolfgang Messner: MYRA School of Business, GloBus Research

Chapter 10 in Making the Compelling Business Case, 2013, pp 371-379 from Palgrave Macmillan

Abstract: Abstract To most clients’ purchasing officers and vendors’ account managers, the dance around the sales and evaluation process is frustrating, especially because both of them need to answer the same ultimate question: Do the business benefits offered by the vendor at a certain cost match the client’s need for business value?

Keywords: Business Case; Account Manager; Sale Team; Typical Sale; Project Management Tool (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-34057-3_10

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DOI: 10.1057/9781137340573_10

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