Purchasing, buying and selling are the basics of trading. However, today’s economy, markets, society, and the entire business environment make buying more multidimensional and more difficult to manage than in decades past. The importance of procurement for a company’s competitiveness and financial performance has been emphasized especially in the last decade, as companies focus on their core competencies, outsource their operations and procure the service they need from an external service provider.

Introduction: Introductory presentation of this section (Google Slides).

In addition, the international operating environment has recently become more uncertain (e.g. trade wars, Brexit, Covid). This creates risks in procurement and deliveries and emphasizes the role of procurement in maintaining a stable flow of materials and goods.

The better the seller understands and knows the thoughts and wishes of the buyers, the more productive his actions will be.

Sales training has always started just understanding this fact whether it was a matter of international or domestic trade.