Does Your Customer’s Industry Dictate How It Will Buy?

Does Your Customer’s Industry Dictate How It Will Buy?

Sellers know that buyers vary from industry to industry, but did you know that there is research that shows exactly which industries are the best and the worst at buying.

What Industries Have Excellent Buyers?

The 2011 edition of Roland Berger’s Purchasing Excellence Study, for example, shows how sophisticated different sectors are at buying. The results are as follows:

A. Excellent At Purchasing

Retail

IT/Telecom

Engineered products

Automotive

Electronics

Consumer goods

Chemicals

Pharmaceuticals

B. Average At Purchasing

Financial services

Power/utilities

C. Purchasing Under-performers

Transport

Healthcare

Public sector

So where are your prospects and customers to be found on this list and what are the implications for how you sell. If you would like to find out click here.