What to Tell Your Sales Force When They are Deciding Whether to Participate in a Reverse Auction As Suppliers?

Author(s):

Dr. Michael A. McGinnis, C.P.M., A.P.P.
Dr. Michael A. McGinnis, C.P.M., A.P.P., Associate Professor of Business, Penn State New Kensington, Upper Burrell, Pennsylvania 15068-1798, mam47@psu.edu
Loren E. Marr, C.P.M., A.P.P.
Loren E. Marr, C.P.M., A.P.P., Free Markets, Pittsburgh, Pennsylvania 15222, lmarr@freemarkets.com

89th Annual International Conference Proceedings - 2004 - Philadelphia, PA
Abstract

This paper is intended to help purchasing and supply professionals (a) understand reverse auctions (also called “competitive bidding events”) from the perspective of the supplier; (b) understand when reverse auctions make sense to suppliers, (c) understand effective strategies that suppliers can use when participating in reverse auctions, and (d) effectively coach their sales personnel regarding participation in reverse auctions as suppliers.

What to Tell Your Sales Force When They are Deciding Whether to Participate in a Reverse Auction As Suppliers? — 29 KB (PDF)