| Supplier Survival in Today’s Strategic Sourcing Environment |
| Presented by Scott Gillespie at ACTE in Orlando (2004). Geared toward travel suppliers. Covers the outlook for sales teams, understanding strategic sourcing’s threats and benefits, and useful selling strategies. |
| < Supplier Survival 2004 > < Email to a Friend > |
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| Supplier Survival: Selling Effectively Into the Strategic Sourcing Environment |
| Presented by Scott Gillespie at ACTE in Tampa (2001). Geared toward travel suppliers. Contents include: Overview of Strategic Sourcing; The New Decision Makers; Problems With Traditional Sales Approaches; Reframing The Value Proposition; Responding To The RFP; Checklists and Do's and Don'ts. |
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