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.
Axelsson, B. (2018), "The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, pp. 141-155. https://doi.org/10.1108/978-1-78754-968-520181009Download as .RIS
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