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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: what every sales professional should know about how the modern buyer thinks and behaves

Cheverton, Peter; Velde, Jan Paul van der

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. 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

eBook, Electronic resource, Book. English. Electronic books.
Published London: Kogan Page, 2011

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Details

Statement of responsibility: Peter Cheverton, Jan Paul van der Velde
ISBN: 0749461470, 9780749461478
Note: Formerly CIP.
Note: Includes bibliographical references and index.
Physical Description: xiv, 191 p. : ill.
Subject: Selling Psychological aspects.; Sales & marketing management; Purchasing.; Business and Management; Purchasing & supply management; Sales & marketing; Business & Management; Selling.
Reproduction: Electronic reproduction. Askews and Holts. Mode of access: World Wide Web.
Other formats: Also available in printed form ISBN 9780749461232