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The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales
Book chapter

The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales

Björn Axelsson
Organizing Marketing and Sales: Mastering Contemporary B2B Challenges, pp.141-155
2018
DOI: https://doi.org/10.1108/978-1-78754-968-520181009

Abstract

In this chapter, we describe this development and what it means for the ways in which purchasing organizations manage their business and also what are the implications for sales organizations. Our message is that these developments are important to be aware of for people in sales as well as for the entire sales organization and sales managers.

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