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عمومی::
مدیر خرید
These individuals, who may have the title of buyer or purchasing manager, usually act as problem or product experts.
A purchasing manager who will not specify a disfavored vendor or the secretary who screens one vendor's sales- people because of a real or imagined slight also can dramatically change the purchasing outcome.
During a three-year research project, we discovered that when purchasing managers ask for something more, they are actually looking for what we call the justifier: an element of an offering that would make a noteworthy difference to their company's business.
The justifier, or tiebreaker, helps the purchasing manager demon- strate to senior leadership that he or she is making a contribution to the business.
To put it simply: Helping purchasing managers break out of this rut by giving them a visible "win" is how suppliers win.
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