Competing against an in-house supplier

Article Abstract:

A not uncommon situation in industrial marketing is for an outside supplier to find itself competing against an in-house supplier. Knowing how to compete against an in-house supplier is of importance because industrial marketing firms typically respond with one of two diametrically opposed actions: they act as if the situation is no different than competing against any other supplier, or they assume that they have no chance - and back off. Neither approach is realistic. The fact that the current supplier is in-house will not impact the probability of the outside vendor's success. Rather, it is the nature of the relationship between the buying organization and the in-house supplier that is of paramount importance in determining the likelihood of replacing an in-house supplier . This article presents a decision-process model useful for ascertaining the sales opportunity when competing against an in-house supplier. Alternative marketing strategies are also suggested. (Reprinted by permission of the publisher.)

Marketing, Business-to-business market, Business to business market, Industrial suppliers

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Strategic selling in the age of modules and systems

Article Abstract:

A discussion of sales strategy for selling systems and modules is presented. Topics include an explanation of systems and modules, labor costs, packaging, selecting which systems and modules to offer, design and markup practices.

Manufacturing industry, Manufacturing industries, Vocational guidance, Distributors (Commerce), Sales personnel, Salespeople

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The ABC's of ACB: Unveiling a clear and present danger in the sales force

Article Abstract:

The influence of anti-citizenship behavior (ACB) on team learning prospects is analyzed by focusing on sales teams.

Public affairs, Sales Management, Psychological aspects, Social aspects, Influence, Organizational behavior, Group work in education, Organizational behaviour, Team learning approach in education, Collaborative learning

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