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High-Profit Selling: Win the Sale Without Compromising on Price by Mark Hunter

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CHAPTER 13Purchasing Departments and the Professional Buyer

A GROUP OF SALESPEOPLE talking about their most difficult customers always makes for an interesting discussion. Salespeople love to share stories about how a particular buyer drives them crazy. As much as salespeople have stories about buyers, the same goes for buyers having stories about salespeople. Get a group of buyers together and they’ll share one story after another about various salespeople and the ongoing hassles they have with them.

Yes, there are some very positive buyer and vendor relationships; however, for each positive one, there are probably two or three that are quite poor. Understanding the buyer and, in particular, professional buyers and the departments in which they ...

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