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Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves - Couverture souple
Synopsis
Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship.
In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techniques used in previous years are no longer working. This book shows how to understand this new breed of buyer, in order to interact with them on a more level playing field. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations.Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.
À propos de l'auteur
Peter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consultancy firm specialising in the development of customer focused business strategies, with a strong focus on Key Account Management, Global Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working 'hands on' with clients around the world. He is author of Key Account Management, Key Marketing Skills, Global Account Management, and Key Account Management in Financial Services (all published by Kogan Page).
Jan Paul van der Velde is a purchasing professional, and is currently VP Purchasing with the Flint Group. He has been involved in purchasing at all levels, and for over 20 years.Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.
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Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves
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Paperback. Etat : Very Good. Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. N° de réf. du vendeur 7719-9780749461232
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Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves
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Kogan Page, 2010
ISBN 10 : 0749461233
ISBN 13 : 9780749461232
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Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves
Edité par
Kogan Page, 2010
ISBN 10 : 0749461233
ISBN 13 : 9780749461232
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Paperback. Etat : Very Good. This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. N° de réf. du vendeur 6545-9780749461232
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Understanding the Professional Buyer
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Paperback. Etat : New. Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship.In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techniques used in previous years are no longer working. This book shows how to understand this new breed of buyer, in order to interact with them on a more level playing field. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations. N° de réf. du vendeur LU-9780749461232
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Understanding the Professional Buyer : What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves
Edité par
Kogan Page, 2010
ISBN 10 : 0749461233
ISBN 13 : 9780749461232
Ancien ou d'occasion
Couverture souple
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Understanding the Professional Buyer
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Etat : New. A guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship. Num Pages: 208 pages, Illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 232 x 158 x 13. Weight in Grams: 330. . 2010. Paperback. . . . . N° de réf. du vendeur V9780749461232
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