ES Research Group Report Reveals Details of Contention and Collaboration Among Purchasing and Sales Professionals

News provided by

ES Research Group, Inc.

Nov 28, 2012, 08:00 ET

WEST TISBURY, Mass., Nov. 28, 2012 /PRNewswire/ -- ES Research Group, Inc. (ESR) today published a report, The State of Sales and Purchasing that explores what works in negotiation and how procurement and sales professionals view each other.

"This report provides a very clear picture of the state of the relationship among procurement and sales professionals," says Dave Stein, founder and CEO of ESR, a business advisory firm that helps companies evaluate, select, implement, and measure their sales performance improvement programs. "Although there were significant differences in degree to which the parties agreed, there is clearly more mind share between buyers and sellers than expected."

The ESR survey was conducted in October and November, 2012 among 637 business professionals across 59 industries.  Key findings include:

  • Validation that the balance of power has shifted to the buyer.
  • Buyers and sellers agree that complexity of terms and conditions is the most significant obstacle to successful collaborative negotiation.
  • Two areas were seen as opportunities for improvement by both parties: Leveraging technology and systems to reinforce negotiation training; and, implementing effective post-negotiation debriefing processes.

The study was sponsored by BayGroup International, a leader in sales and negotiation effectiveness.

ESR and BayGroup International will be delivering a webinar covering the findings and recommendations on Thursday, November 29, at 12:00 ET. Registration: https://www1.gotomeeting.com/register/829557769

The full State of Sales and Purchasing Report may be purchased online at www.esresearch.com/sales_purchasing.

About ES Research Group, Inc.

ES Research Group (ESR) is the only source for independent research and advice on sales performance improvement programs and the companies that provide them. ESR offers a range of analytic and assessment reports, teleconferences and advisory services. www.esresearch.com.

SOURCE ES Research Group, Inc.

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