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Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves /
Understanding the Professional Buyer is a practical guide for sales professionals. Providing insight into the behaviour and strategies of buyers it Includes guidance on; motivations and rewards, purchasing analysis and negotiation.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London ; Philadelphia :
Kogan Page,
2011.
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 082 | 0 | 4 | |a 658.8/04 |2 22 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Cheverton, Peter. | |
| 245 | 1 | 0 | |a Understanding the professional buyer : |b what every sales professional should know about how the modern buyer thinks and behaves / |c Peter Cheverton, Jan Paul van der Velde. |
| 260 | |a London ; |a Philadelphia : |b Kogan Page, |c 2011. | ||
| 300 | |a 1 online resource (xiv, 191 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Preface; About the authors; Acknowledgements; 01 Terminology; 02 Purchasing developments: what has changed; 03 The importance of purchasing for a company; 04 Purchasing processes; 05 Purchasing strategy; 06 Purchasing organizations; 07 Buyers: types, motivations and rewards; 08 Purchasing analysis; 09 The negotiation game; 10 Price management: managing the buyer; 11 The purchasing agenda; 12 Buying and selling relationships; 13 Summary and conclusions; Getting further help; Index. | |
| 520 | |a Understanding the Professional Buyer is a practical guide for sales professionals. Providing insight into the behaviour and strategies of buyers it Includes guidance on; motivations and rewards, purchasing analysis and negotiation. | ||
| 588 | 0 | |a Print version record. | |
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Purchasing. | |
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Selling |x Psychological aspects. | |
| 650 | 6 | |a Achat. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Vente |x Aspect psychologique. | |
| 650 | 7 | |a procurement. |2 aat | |
| 650 | 7 | |a purchasing. |2 aat | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x Industrial. |2 bisacsh | |
| 650 | 7 | |a Purchasing |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 650 | 7 | |a Selling |x Psychological aspects |2 fast | |
| 700 | 1 | |a Velde, Jan Paul van der. | |
| 758 | |i has work: |a Understanding the professional buyer (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGP4j8dyk3yK3x7gFvCprq |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Cheverton, Peter. |t Understanding the professional buyer. |d London ; Philadelphia : Kogan Page, 2011 |z 9780749461232 |w (DLC) 2010022265 |w (OCoLC)555673506 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=620713 |z Texto completo |
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