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Next Level Supply Management Excellence by Robert Trent, Robert Rudzki

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20 When the Worlds of Sales and Procurement Collide

20

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 ...

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