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.
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Schuh, C., Raudabaugh, J.L., Kromoser, R., Strohmer, M.F., Triplat, A., Pearce, J. (2017). Epilogue: Reflections on sales and marketing. In: The Purchasing Chessboard. Springer, New York, NY. https://doi.org/10.1007/978-1-4939-6764-3_7
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DOI: https://doi.org/10.1007/978-1-4939-6764-3_7
Publisher Name: Springer, New York, NY
Print ISBN: 978-1-4939-6763-6
Online ISBN: 978-1-4939-6764-3
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