Mercuri, a sales training company, interviewed 700 managers, directors and procurement experts from 14 industries in 14 countries about their procurement practices and their views on their sales area.
Overall, 70% of the respondents indicated that they were not interested in engaging new suppliers.
Of the purchasing professionals surveyed, 81% expected kindness and helpfulness, 79% expected customer-specific knowledge, 75% expected responsiveness to challenges, and 76% expected product and internal process knowledge as the most important attributes.
According to the survey, talking too much, asking too many questions and bypassing the buying organisation are the most common mistakes salespeople make.
Source: supplymanagement.com
