Reverse Marketing: The New Buyer-Supplier Relationship

Author: Michiel R. Leenders, David L. Blenkhorn
List Price: $45.00
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ISBN: 0029183812
Publisher: Free Press (November, 1988)
Sales Rank: 372,842
Average Customer Rating: 4 out of 5

Customer Reviews

Rating: 4 out of 5
Reverse Marketing: Purchasing's Greatest Strategy
This book is a timeless classic. It describes a simple, 12-point method for Purchasing to organize, present and negotiate a strategic proposal to your SUPPLIERS. This is just backwards compared to common business practice; but it is very innovative and is well founded in common sense. Leenders and Blenkhorn, professors from Portland State University (at the time), offer several good case studies from firms who have used this methodology. It is applicable to firms in all businesses. This methodology should be taught to all senior executives of manufacturing and distribution businesses in North America. If that was so, we would have excellent supplier relations and fewer suppliers to deal with. We could also control our materials costs a lot better than today. A good read. Give it a shot. It will pay for itself many times over.

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