Purchasing and Supply Management, 12th Edition, recognizes the major supply challenges facing all organizations and their purchasing and supply management implications. It also provides solid grounding in the basic tools and techniques along with opportunities to test comprehension through carefully crafted questions and cases.

Rackham is the sales guru behind “SPIN” selling, which is one of the very few research based explorations of what makes some sellers more successful than others. What makes this text so interesting is that the authors chart the impact of two developments on the size, role and contribution of the sales team: the rise of strategic procurement professionals, and the creation of web-based catalogues. Both these initiatives have implications for sellers; hence the concept of ‘re-thinking’ the sales force.

Texts on supply chain management are commonplace; to find a text that describes the role of procurement in creating market power to claim value is unusual. The authors adopt a clear manifesto for the domination of markets – a refreshing change to the usual perspective of supply chain texts exploring the benefits of co-operation between buyer and supplier.

Illustrated with numerous examples from a variety of different sectors, and greatly enhanced by tables, diagrams and examples, this is a book for practitioners to dip in and out of as time allows. Recommended!