Many companies still prefer to work with supplier salespeople who practice feature-, friendship-, and price-based selling. But as the purchasing function becomes increasingly sophisticated, the focus has shifted from “buy from the seller that I like who has a good product and competitive price,” to “buy from the seller who presents the best total solution and terms that maximize the economic benefit to my company. And, who can back up those benefits with real numbers so I can prove it to management.” While individual purchasing decision influencers each have their own needs and priorities, buyers – and certainly purchasing committees – are becoming more aware of the total impact of their decision on the company’s bottom line. Download now to understand how savvy procurement professionals take true costs away from their business to help their companies become more profitable.
