Chapter 8: The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales

In this chapter, we try to put ourselves in the buyer’s situation. It is a strong ongoing change force among contemporary organizations. Purchasing organizations are getting more capable, better equipped with tools, methods, higher skilled people, and improved organizational designs. This means that the business landscape for sales has changed significantly.

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.