Managing the Supplier's Salesforce Effectively

Author(s):

Ellen Bristol
Ellen Bristol, President, Bristol Strategy Group

87th Annual International Conference Proceedings - 2002 - San Francisco, CA

Abstract

Salespeople and supply managers often lock horns when they could cooperate, producing better results for both parties. These two business functions don’t always enjoy a happy marriage, when they really need to. As a supply manager, you can improve the situation, by learning to identify and manage four types of sales behaviors. You can develop techniques for making those behaviors work for you, techniques you can put to work immediately so that you -- and your suppliers -- can work less and achieve more.