Abstract
Chapter 4 has a key message: You need to sell in the light of how your customers wish to buy, and not flog dead horses. You must expect that your customers will see procurement as a key source of profit improvement and develop the means to squeeze every possible drop of price reduction out of most suppliers. Being naïve as to their intentions, or believing in the “smoke” they generate, is not in your interest.
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© 2008 Carlos Cordón & Thomas E. Vollmann
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Cordón, C., Vollmann, T.E. (2008). Choosing your battles wisely. In: The Power of Two. Palgrave Macmillan, London. https://doi.org/10.1057/9780230594968_6
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DOI: https://doi.org/10.1057/9780230594968_6
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-30468-4
Online ISBN: 978-0-230-59496-8
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