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| Assume you work for a company that sells products to universities. The following university purchasing departments have sites on the Internet: University of Texas – AustinUniversity of North FloridaIndiana UniversitySouthern University Purchasing Consortium for Bath, Bristol, Brunel, and Exeter Universities in the United Kingdom Visit these sites. What information does each site provide that would help you, as a salesperson, learn about the buying process and buying center members in these universities? The Institute for Supply Management (ISM) provides information to assist purchasing managers and sponsors research on industrial buying behavior. Visit the headquarters site (www.napm.org) and the site for the Silicon Valley chapter in northern California (www.supplyknowledge.com/). What information do these sites provide that would help you develop a better understanding of the needs of purchasing managers and the organizational buying process? The Global Procurement and Supply Chain Management Benchmarking Initiative at Michigan State University (http://henrycenter.msu.edu/gebn/asp/) undertakes research on supply chain management research. Visit this site and report on how some of this research relates to the role of salespeople. |