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Epilogue: Reflections on sales and marketing

In: The Purchasing Chessboard

Author

Listed:
  • 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)

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.

Suggested Citation

  • Christian Schuh & Joseph L. Raudabaugh & Robert Kromoser & Michael F. Strohmer & Alenka Triplat & Jim Pearce, 2017. "Epilogue: Reflections on sales and marketing," Springer Books, in: The Purchasing Chessboard, edition 0, chapter 7, pages 233-238, Springer.
    • Handle: RePEc:spr:sprchp:978-1-4939-6764-3_7
    DOI: 10.1007/978-1-4939-6764-3_7
    as

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