Procurement’s job is to inject Cost Transparency into the negotiation so everyone can win: procurement gets what they need: a lean, competitive price; and the supplier makes a profitable sale at a reasonable and sustainable margin.
Let’s start with the obvious: Sales reps want to close – that’s how they get paid.
To do this, reps know they need to forge good working relationships with their customers: people rarely buy from sales reps they don’t like or trust. Sales reps’ …
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