| Advanced sales training teaches that leaders | | | | Subordinates, consultants and purchasing people |
| decide whether there will be any purchases or | | | | are usually directed to investigate a solution to a |
| investments. They decide what level of spending | | | | problem or opportunity. They ask for proposals |
| they will make depending on the magnitude of the | | | | and they decide what to do with it. If it fits their |
| problem(s) it solves or the expected revenue | | | | expectation, they pass the information upward |
| reward it yields. They don't decide based on price. | | | | for further actions and approvals. |
| They also decide who the supplier will be. They | | | | The Resulting Problem - Stuck in the Purchasing |
| base their decision on whose product or service | | | | Trenches |
| will do the most, with the least risk for them | | | | Too much time is wasted and too much money is |
| professionally and personally. | | | | spent trying to get friendly. The people that are |
| They delegate their subordinates to do all the | | | | impressed with social encounters and gratuities |
| investigations, bidding, and jawboning, but the | | | | are usually lower levels and do this with all |
| leader makes the final call. | | | | vendors. In this case no one has a competitive |
| Executives listen to each other for suggestions | | | | advantage. Social relationships will not bind you to |
| and concurrence. Subordinates can be and are | | | | an individual professionally. |
| often dismissed. | | | | And now I invite you to learn more about actions |
| The Situation That Commonly Occurs - Bids, | | | | you can take to prepare yourself to get to the |
| Purchasing, and Proposals | | | | top people and how to execute those actions. |