Executive Briefings

Engaging with Salespeople: The Good, The Bad, The Unexpected

Sourcing and procurement professionals are busy, so there are some simple rules that suppliers' salespeople must follow to be successful, says Frank Vullo, manager of procurement for POCO Graphite. They must be organized, know their customers' business, the previous sales history of the companies, and they must show that they know their own business as well. [Run Time (Min.): 7:40]

Sourcing and procurement professionals are busy, so there are some simple rules that suppliers' salespeople must follow to be successful, says Frank Vullo, manager of procurement for POCO Graphite. They must be organized, know their customers' business, the previous sales history of the companies, and they must show that they know their own business as well. [Run Time (Min.): 7:40]