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.

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Cheverton, Peter
Other Authors: Velde, Jan Paul van der
Format: Electronic eBook
Language:Inglés
Published: London ; Philadelphia : Kogan Page, 2011.
Subjects:
Purchasing.
Selling.
Selling > Psychological aspects.
Achat.
Vente.
Vente > Aspect psychologique.
procurement.
purchasing.
selling.
BUSINESS & ECONOMICS > Marketing > Industrial.
Purchasing
Selling
Selling > Psychological aspects
Online Access:Texto completo
Table of Contents:
  • 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.

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