Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves
Cheverton, Peter
ISBN 10: 0749461233 ISBN 13: 9780749461232
Editorial: Kogan Page, 2010
Usado
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WeBuyBooks, Rossendale, LANCS, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Vendedor de AbeBooks desde 14 de noviembre de 2005
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Descripción
Descripción:
Most items will be dispatched the same or the next working day. A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. N° de ref. del artículo wbs5470659696
Sinopsis:
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.
Acerca de los autores:
Peter Cheverton is a director of INSIGHT Marketing and People, now established as the leading international training and consultancy firm in Key and Global Account Management implementation. He is also the author of Global Account Management, Key Account Management, Key Marketing Skills, Key Account Management in Financial Services and Understanding Brands, all published by Kogan Page.
After studying mechanical engineering, Jan Paul van der Velde (1964, Haarlem, The Netherlands) has had a career in purchasing at Philips Electronics, Frito Lay (PepsiCo), Heineken, and ICI/Quest International. Currently he is SVP Procurement at Flint Group, being part of the Executive Management Team. Through Insight Marketing and People, Jan Paul has shared his experience in purchasing with sales/account executives and this experience forms the key of his book.
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Detalles bibliográficos
Título: Understanding the Professional Buyer: What ...
Editorial: Kogan Page
Año de publicación: 2010
Encuadernación: Encuadernación de tapa blanda
Condición: Very Good