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Supplier Preferencing The Sales Perspective

David Atkinson explains the 'Supplier Preferencing' matrix and how it is used by Sales professionals in segmenting and prioritising their customers. This helps them decide which relationships are worthy of serious investment, and which ones are likely to generate little profit and may even be a nuisance to deal with. It's useful for Procurement professionals to understand this Sales tool, in that it can provide clues to the likely relationship and negotiation strategies of the supplier. This explanation is deliberately from the perspective of the selling organisation. Procurement pros should go on to think of how best to respond to their positioning by the supplier in negotiations. For more advice and info, contact David via www.4pillars.org