e-auctions have been about for at least 10 years and I hear mixed views on them, mainly from people who 'win' them but never get any business as a result. What do you think?
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February 22, 2009
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Hi Chris,
Due to the lack of best practice for selling organisations when involved in reverse e-auctions, in 2007-8, we conducted an 18-month research project, involving UPS, JCI, Oracle, Ciba, Rentokil-Initial and many other global sales organisations.
The goal was to identify the effective strategies for combating reverse auctions.
We hosted a session at the 2008 UK APMP conference that shared some of the key research findings.
You can download a webinar or whitepaper on the topic here: http://www.huthwaite.co.uk/research/research-project.asp
Cheers,
Andy Moorhouse.
Sales Strategy Consultant
Huthwaite International
Posted by: Andy Moorhouse | March 20, 2009 at 10:46 AM