The July/Aug edition of Professional Purchasing had this intriguing article, and we have several observations. The position of the author is this: “It is commonly accepted that, all other things being equal, a purchasing agent/buyer is at a disadvantage in negotiation with a salesman”. The relative size and sophistication of buying and selling sides of a situation can be anywhere on the entire scale, so there are doubtless circumstances where the article’s premise is correct…. Read More
Overcoming the Salesman’s Advantage
