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Epilogue: Reflections on sales and marketing

  • Christian SchuhEmail author
  • Joseph L. Raudabaugh
  • Robert Kromoser
  • Michael F. Strohmer
  • Alenka Triplat
  • Jim Pearce
Chapter
  • 1.2k Downloads

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 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© Springer Science+Business Media LLC 2017

Authors and Affiliations

  • Christian Schuh
    • 1
    Email author
  • Joseph L. Raudabaugh
    • 2
  • Robert Kromoser
    • 1
  • Michael F. Strohmer
    • 1
  • Alenka Triplat
    • 1
  • Jim Pearce
    • 3
  1. 1.A. T. Kearney Ges.m.b.H.WienAustria
  2. 2.A. T. Kearney Inc.ChicagoUSA
  3. 3.A. T. Kearney LimitedLondonUnited Kingdom

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