Buying Groups How Big a Threat?


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Sales trainer Dave Fellman says he's not sure printers can do anything about customers joining buying groups. You can, however, position yourself so that in the worst case scenario, you might lose a battle, but you won’t lose the war—and in the best case scenario, you might gain a few new customers! A more serious threat, but one that can still be effectively countered, is the use of a strategic buying

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