August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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04
Understanding buying decisions
Clearly, as a senior leader in a global business with purchasing authority for nearly €10 million of spend across Europe on telecoms, I was an important person to the Head of Corporate Sales (EMEA) at (telecoms company). But, and it’s a crucial but, just because I was important to him didn’t mean he was important to me. I understand my importance as a customer from the fact that I have €10 million to spend. Why, though, does the fact that I spend €10 million in a marketplace make any particular salesperson more important to me than any other salesperson, or even important enough for me to want to spend time with them?
Rob Maguire, Procurement Consultant and Partner of MaguireIzatt (www.maguireizatt.co.uk). ...
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