A HAND IN THE DECISION

There's the pitch. And he's ... out!A buyer's response to a product representative's hard sell can be that fast, sound and definitive, thanks to growing use of decision-support tools for category management."I'll give you a perfect example," said a category management executive at Kroger Co., Cincinnati. "I had a vendor in this morning and he presented a new item, an item we didn't carry."After hearing

There's the pitch. And he's ... out!

A buyer's response to a product representative's hard sell can be that fast, sound and definitive, thanks to growing use of decision-support tools for category management.

"I'll give you a perfect example," said a category management executive at Kroger Co., Cincinnati. "I had a vendor in this morning and he presented a new item, an item we didn't carry."

After hearing how well the product performed for other retailers, the cat

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TAGS: Kroger