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Your Buyer is Smarter than You
Buyers are smart & purchasing departments do their jobs well...Here are a few simple approaches for a salesperson to follow in order to thrive with them.

Do Customers Really Buy Price?
We hear it all the time... but is that what they really buy?
Is There a Difference Between a Material Requisition and a Purchase Requisition? (A PI Q&A)
Network Member Question Can anyone advise me of the difference between a material requisition and purchase requisition? Manal Al-Asousi Manager, Operations & Projects Development – Kazema Global Holding Co. Kuwait

Supply Chain Management Certificate/Course USA/CANADA
Network Member Question: I’d like to get information about Supply Chain Management Certificate/Course in USA/CANADA. Preferred top Universities. Andre Caliman, Sales and Marketing Executive, Brazil

What are the 3 biggest challenges faced by supply chain/purchasing professionals today? (Survey Result 10)
There are many factors both internally as well as externally that are affecting supply chain/ procurement practices today. From the growing talent vacuum to the continuing lack of collaboration between Finance, IT and Purchasing relative to corporate initiatives. What in your own experiences and opionions are the top 3 issues that procurement professionals face?

Profitable Supply Chain?
How would you market the concept of the Profitable Supply Chain to CFO's? Do you have insights, or hopefully a structured approach/methodology? Yishai, Consultant Israel
What is the best type of Graduate Degree for a Supply Chain Professional?
Member Question: What is more useful in terms of applicability for a young supply chain professional...an MBA or a Masters in Supply Chain Management? Ben, Logistics Engineer

Other purchasing departments Related Articles

How to sell deeper into your existing clients business
I received a call from a sales executive (let's call him Carl) recently about a dilemma he was having. He said, "Russ, I have a great suite of products and services that can address the needs of various departments and functions within a company. But once I get the first sale in one department, I just can't seem to penetrate other departments at this same account. I just seem to hit a brick wall. I looked at most of my accounts and I noticed that I only sold one product or service to each one. I rarely sell multiple products to multiple departments within the same company. What am I doing wrong?" Read on to find out what I told him.
Reader Response to SMEs Once Again Voice Concerns Over GoC Shared Services Strategy
Reader Comment And the second point is - is this a boondoggle in the making? My understanding is that departments are not falling over themselves to buy in to this initiative. But they have to subscribe, at least on paper, if they want funding from Treasury Board. I suspect many departments are paying lip service, waiting to see how it will all unfurl. Does anyone have a good knowledge of what the real situation is?
Sales and Marketing - Align, Define and Make Money
Too many sales and marketing departments in corporate America are misaligned (even though the two departments share the same corporate office). Here are 6 key areas of misalignment to fix quickly before you lose more clients and money.

Government Business Grants in Canada. Are They a Myth?
Bureaucrats are famous or infamous depending upon your perspective, for lacking knowledge of what goes on outside of their own departments/agencies. Often they are not aware of the programs of another division within their own departments. Many government programs provide funding that is non - repayable but are not called grants. Some government departments finance third party sectoral or community based organizations to administer funding on their behalf. All of thes reasons may lead one to believe there are no grants available. Guess again.

Predictions: What Lies Ahead for Sales and Marketing
Over the last several decades, corporations have implemented sets of best practices and software automation tools for some of their key departments - Manufacturing, Finance, Operations - to allow those departments to measure their efforts and attain maximum effectiveness in helping their firm keep its competitive edge and grow revenues, profits and market share. But what about two other critical groups: Sales and Marketing? This article examines the current push by many boards and CEOs to create a more formal set of best practices and software solutions for their Sales and Marketing departments and then outlines the steps many companies are taking to develop and automate a set of best practices for Sales and Marketing.
Marketing, sales and service silos why?
For people in the communications industry it is appalling that there is a lack of real communication occurring between their marketing and sales departments. All too often I see departments vying for budgets, leadership, ideas, etc. Some people believe marketing drives the engine and sales are irrelevant, or sales are king and what is marketing anyway? It's not just the sales people. Some organisations don't even know the difference between marketing and sales or don't see the connection between the two in the first place.
Purchasing Management ---- The Driving Force to Maximizing Success during Tough Economic Times
Purchasing managers, purchasing agents and buyers are the life support system of your supply chain. This has become much more apparent during these tough economic times. I often use the phrase in leadership training; "You're only as good as the people you surround yourself with." That phrase also applies to one of the most critical functions in distribution, the Purchasing Manager. So what does being the life support systems to supply chain management mean? It means purchasing is the center of the universe, the equator, the fulcrum when it comes to meeting customer demands. This is a common fact. We all know it. Most of us say it and yet few of us really understand it.

Selling to Purchasing Departments
One of the most difficult parts of a salesperson's job is dealing with purchasing departments...Here are a few vital points to keep in mind when dealing with a purchasing department.

Silo Busting
In the old days we had sales guys and we had marketing guys and we had purchasing guys. The sales and marketing guys hated the purchasing guys. They never bought enough stuff, right? The wagon was never full. A common quote coming from some sales people: . "Our purchasing department sucks; I know there is an extra 5% discount out there. Purchasing is forcing me to sell at these high prices; we are just not buying right." The purchasing guys, in the mean time were saying; "Our sales guys are goofy. They keep saying they can't sell from an empty wagon. They want the wagon so full the wheels will come off. They say-"Put this in and I will sell it" and they never sell it. These kinds of feelings, these quotes were like a tradition. It describes a natural silo between sales and purchasing. It's not really supposed to be funny.
Your Buyer is Smarter than You
Buyers are smart & purchasing departments do their jobs well...Here are a few simple approaches for a salesperson to follow in order to thrive with them.

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