Selling to Procurement Professionals

Management Centre Europe
Brussels, Belgium

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' How many times have you experienced that towards the end of a successful sales process, just when you thought you had the deal, your client¡¯s procurement department got involved and the whole dynamic changed ¨C and your carefully formulated value propositions were no longer heard?

Buyers have in recent years been developing new strategies and tactics designed to increase their leverage over key suppliers. A range of novel ¨C and effective ¨Capproaches are being used across major companies, and there is no doubt that this has a great impact on supplier margins. This workshop is designed to explore and explain those approaches and to set out a range of responses which will provide a degree of protection for sellers.

This workshop is offered as an optional one-day module linked to a number of programmes in MCE¡¯s sales curriculum, to support those participants who regularly have to deal with procurement professionals:

...''

Phone:+32 / 2 / 543 21 20

School Address:

MCE, Rue de l’Aqueduc 118 B-1050 Brussels, Belgium

Jobs & Resumes: Brussels
Houses & Roommates: Brussels

Creativity for Innovation
Business Intelligence
Profitable Channel Management and Implications on the Supply Chain in B2B
Value-Based B2B Marketing Strategy
Product Management in B2B Markets
Pricing Strategies in B2B Markets
B2B Sales and Key Account Management
Customer Relationships in B2B Markets
Aligning Marketing and Sales
Certified Marketing Manager
Product and Brand Management in B2C Markets
Pricing in B2C Markets
B2C Sales and Key Account Management: Selling to Retailers
Public Relations: How to Adapt Your PR Strategy to a More Complex Media World
Getting More from Your Media & Advertising Agencies
Events & Sponsorships to Support Your Marketing Strategy
The New Media Mix : Re-Engaging Your Consumer
Aligning the Finance Function to Your Strategy
Advanced Corporate Finance: Dealing with Professional Investors

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