When the Worlds of Salesand Procurement Collide
Introduction and Executive Summary
It’s been three decades since Arch McGill, then vice president of business marketing for AT&T, pushed to ensure that his sales force was certified in the process of system selling. It’s also been three decades since Dr. Peter Kraljic developed a model that was a process for sourcing strategically. Despite three decades of experience, a history of strategic successes at select companies, and an abundance ...