Epilogue: Reflections on sales and marketing

Christian Schuh (), Joseph L. Raudabaugh (), Robert Kromoser (), Michael F. Strohmer (), Alenka Triplat () and Jim Pearce ()
Additional contact information
Christian Schuh: A. T. Kearney Ges.m.b.H.
Joseph L. Raudabaugh: A. T. Kearney Inc.
Robert Kromoser: A. T. Kearney Ges.m.b.H.
Michael F. Strohmer: A. T. Kearney Ges.m.b.H.
Alenka Triplat: A. T. Kearney Ges.m.b.H.
Jim Pearce: A. T. Kearney Limited

Chapter 7 in The Purchasing Chessboard, 2017, pp 233-238 from Springer

Abstract: Abstract For decades, the sales and marketing people at suppliers had the upper hand over procurement people when it came to their customers. They would build strong relationships with the business stakeholders and strike “commercial arrangements” that procurement had to execute. With almost everything predetermined, all procurement could do was negotiate the terms and conditions.

Keywords: Demand Power; Advanced Team; Business Stakeholder; Mature View; Corner Position (search for similar items in EconPapers)
Date: 2017
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DOI: 10.1007/978-1-4939-6764-3_7

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