“In attending sales training for over 20 years, I learnt more in this programme than any of the others. It has really helped us engage better with the procurement function in the Nordics.”
Erik Kaiser, General Manager, Interroll Nordics
Slowly but steadily over the last 15 to 20 years, the role of procurement has risen in influence and prominence in organisations.
Because of the function’s direct influence on costs and therefore profits, plus increasing education and research, many sales people will find themselves working with professional, value hungry procurement partners.
And yet, very few sales people ever receive education into the negotiation tactics, strategies, tools, negotiation process and mind sets that procurement people have.
This short, practical programme will give your sales team a solid insight into how supplier management works, and the consequences for selling to procurement.
Sales staff who have regular contact with the procurement functions of their customer base.
2 day workshop / virtual classroom programme over 2 months with the option of 1:1 deal coaching after the workshop for critical negotiations / key account management challenges.
“80% of sales people surveyed said they received ‘little or no help’ from their hierarchy in selling to procurement.”
Atkinson & Hirst – Selling to Procurement 2012
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