Vendor Ploys

The “Solutions” Ploy

Vendor marketing representatives are highly trained to identify customer’s needs and sell “solutions.”  From an objective standpoint, the customer’s “needs” may not be the most

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The “Form Contract” Ploy

In the form contract ploy, the vendor’s marketing representative strives to make the contract the smallest, least significant part of the acquisition transaction.  In implementing

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The “Tie-In” Ploy

One of the more effective vendor ploys involves getting the customer committed to a key product that will assure additional orders or otherwise lock the

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