Most B2B buyers could use more time to be strategic about purchase decisions, but the day-to-day demands of their jobs can be an obstacle to forethought and strategic planning. Since their jobs performance is critical to their organization’s success, B2B buyers face considerable pressure to perform in an effective and efficient manner. For example, B2B buyers are often accountable for cost containment and cost reductions without sacrificing quality of the products they purchase. Thanks to the continuing evolution in information technology, B2B buyers have a lot of information at their fingertips about competitors and potential suppliers. Givens these realities, what are five important implications for B2B salespeople?
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