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Sales skills in the purchasing department: How and why the skills needed overlap - May 2007
Tom Keenan was European Purchasing Manager for one of the leading American FMCG companies, and brought a radical approach to the department within the company, as they transferred much of their production activity from wholly owned factories in North America to China. This article is both persuasive, clear and based on his insights and observations. Good purchasing practice needs more sales skills than is commonly realised. I commend it to our clients and potential clients.
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