Sales Tips from the World's Toughest Customers

Associated Press
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Dell: Start Locally, Think Globally

"Changing vendors can be very expensive, so we're always looking for long-term partners," says Ying McGuire, senior manager of global supplier diversity. "When companies first come to present to us, they may be starting off very small, but if they have a long-term global strategy and vision, that typically attracts our attention. We want all of our suppliers to have global capabilities. We always tell people that if they want to compete, they need to support customers regardless of geographic location."