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IT Procurement Handbook for SMEs by David Nickson

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SALES AND BUYING TECHNIQUES

Although there is an instant guide to negotiating in Chapter 10 for those needing the basics, it is worth pointing out some of the common strategies used by suppliers. Forearmed is forewarned here, although you are more likely to find the more aggressive tactics at the volume or commodity end of the market. Where a supplier is building a long-term relationship with you they need to work as partners rather than as market traders. That said these are selling basics; you will find them in your local shop. The retail world uses all of the sales mechanisms that you find in the ‘more sophisticated’ IT solutions sales world, they are just packaged differently. Keep in mind that just because these are sales techniques it ...

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