More on Pricing: What I Learned from Purchasing Managers
Early in my career, I had a job at a company where the purchasing manager gave a seminar for the sales staff. This particular purchasing manager was smart, professional, ethical and a tough negotiator.
He didn’t lie about having lower prices, and I think he was representative of most (but not all) purchasing managers in his approach. But, he could lead an unsuspecting sales rep to make faulty assumptions. With comments like, “That price isn’t good enough.” or even, “I need you to do better.” he might lead a rep to react. Be careful. Don’t assume.
- Categories:
- Business Management - Marketing/Sales
Jack Miller is founder and Principal Consultant at Market-Intell LLC, offering Need to Know™ market intelligence in paper, print and packaging. Previously, he was senior consultant, North America, with Pira International.
Known as the Paper Guru, Jack is the former director of Market Intelligence with Domtar, where he also held positions as regional sales manager, territory sales manager and product manager. He has presented at On Demand, RISI’s Global Outlook, PRIMIR, SustainCom World and at various IntertechPira conferences. Jack has written for Printing Impressions, Canadian Printer, Paper 360, PaperTree Letter and Package Printing, along with publishing a monthly e-newsletter, MarketIntellibits.
He holds a Bachelor of Arts degree in Economics from The College of the Holy Cross and has done graduate studies in Statistics and Finance.
