Sales meets Procurement – for the Procurement department

•Salesperson’s motivations: what kind of people normally work in Sales and what are the usual preconceptions?
•Incentive systems: what is a salesperson banking on? Opportunities and choices offered by incentive schemes and what they mean for Procurement’s position in negotiations?
•Negotiation preparations: insights into how the Sales department prepares for negotiations
•Comparative competitive advantages and benefit dimensions: which selling points will Sales use to persuade the Procurement department?
•Value selling: how does Sales try to put its customers in a more competitive position? What arguments does this give Procurement for use in the working relationship?
•Sales process: from the Executive Board’s revenue target to the formation of the contract with the customer
•Sales targets: how is a salesperson’s success measured? What are the customary KPIs, goal and objectives defined by Sales?