Supply Chain Management, Sales and Marketing

“Two sides of the same coin?”

The Council of Supply Chain Management Professionals defines supply chain management as follows:

“Supply Chain Management encompasses the planning and management of all activities involved in sourcing and procurement, conversion, and all logistics management activities. Importantly, it also includes coordination and collaboration with channel partners, which can be suppliers, intermediaries, third-party service providers, and customers. In essence, supply chain management integrates supply and demand management within and across companies.”

This definition highlights that both the “buy and sell” side of commercial operations are part of supply chain management. Traditional supply chain management and contracting training and development have tended to focus on the “buy” side, whilst leaving the “sales” side to others.

A recent IACCM survey stated that “The big issues impacting the contracts, legal and procurement community show a growing divide between buy-side and sell-side. It is no surprise to find that Cost Control tops the list for procurement – but for sell-side personnel, the main issues are Excellence in Execution and Customer Service. In fact, there is only one issue in the top 5 that these groups have in common – cost control is in third place for the sell-side personnel. So what impact will this divergence have on negotiations? Clearly there could be increased complexity in achieving reconciliation”

We at DPSS therefore feel there is a need to integrate both sides of the equation to enable all professionals in the supply chain to be fully effective.


We have developed a number of sales and marketing related courses, in the context of the supply chain. These courses are available as bespoke in house courses, designed specially around the needs of the client organisation

Course Titles

Understanding the sales and marketing aspects of supply chain management

How to negotiate contracts with the sales and marketing team

How to integrate the “buy and sell” side of the organisations internal supply chain

How to utilize the supply chain team to develop sales and marketing plans

How to persuade and influence the buyer

How to develop internal and external customer relationships

How to prepare bids for public sector organisations

Take a look at our Sales & Marketing Audit app >>

If you would like further details please email