{"id":2111,"date":"2006-03-28T12:17:00","date_gmt":"2006-03-28T12:17:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2006\/03\/28\/supply-chain-management-research\/"},"modified":"2021-07-28T08:12:36","modified_gmt":"2021-07-28T12:12:36","slug":"supply-chain-management-research","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/","title":{"rendered":"Supply Chain Management Research"},"content":{"rendered":"<p>Part of my supply chain management research involves reading sales books and literature.<\/p>\n<p>Don\u2019t miss updates on Procurement &amp; Supply Chain, Subscribe here!<\/p>\n<p>I actually love to see how salespeople study us supply chain managers and teach others the secrets of getting us to do business with them. I\u2019ve recently purchased a new sales training book for such a research project: Jill Konrath\u2019s \u201cSelling To Big Companies.\u201d<\/p>\n<p>I\u2019ve spoken to Jill personally once and have exchanged a few emails with her. She is a sharp individual. I even based the PurchTips article \u201cWhat Salespeople Learn To Say To You\u201d on one of her blog posts.<\/p>\n<p>In \u201cSelling To Big Companies,\u201d it was refreshing to see Jill discuss some of the more current developments in purchasing like supply chain improvements and reverse auctions. Most sales books are far behind in this regard.<\/p>\n<p>In this blog, I\u2019ll post from time to time some of my observations about the book as I make my way through it. One observation that I kind of don\u2019t like, though, is the depiction of a fishing scene on the front cover. I feel like this makes the statement that supply chain managers and purchasers are dumb fish ready to be tricked into making a bad decision.<\/p>\n<p>Unfortunately, this doesn\u2019t represent one of the main concepts that Jill really teaches: that today\u2019s purchasers and supply chain managers demand that sellers bring value to the table or they will be quickly dismissed.<\/p>\n<p>As my research (usually conducted at 10:00PM in my jammies) continues, I\u2019ll share some additional observations. Stay tuned!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Part of my supply chain management research involves reading sales [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":4115,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2111","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Supply Chain Management Research - Next Level Purchasing Association (NLPA)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Supply Chain Management Research - Next Level Purchasing Association (NLPA)\" \/>\n<meta property=\"og:description\" content=\"Part of my supply chain management research involves reading sales [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/\" \/>\n<meta property=\"og:site_name\" content=\"Next Level Purchasing Association (NLPA)\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/NextLevelPurchasing\/\" \/>\n<meta property=\"article:published_time\" content=\"2006-03-28T12:17:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-07-28T12:12:36+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/11\/nlpa-images-125.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1600\" \/>\n\t<meta property=\"og:image:height\" content=\"1067\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Galo Matagay\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:site\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Galo Matagay\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/\"},\"author\":{\"name\":\"Galo Matagay\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#\/schema\/person\/72d094fab77892483dfa6e061cb27eaa\"},\"headline\":\"Supply Chain Management Research\",\"datePublished\":\"2006-03-28T12:17:00+00:00\",\"dateModified\":\"2021-07-28T12:12:36+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/\"},\"wordCount\":274,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#organization\"},\"articleSection\":[\"Procurement\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/\",\"url\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/supply-chain-management-research\/\",\"name\":\"Supply Chain Management Research - 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