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Record Nr. |
UNINA9910459060103321 |
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Autore |
Cheverton Peter |
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Titolo |
Understanding the professional buyer [[electronic resource] ] : what every sales professional should know about how the modern buyer thinks and behaves / / Peter Cheverton, Jan Paul van der Velde |
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Pubbl/distr/stampa |
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London ; ; Philadelphia, : Kogan Page, 2010 |
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ISBN |
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1-282-93777-4 |
9786612937774 |
0-7494-6147-0 |
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Descrizione fisica |
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1 online resource (208 p.) |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Purchasing |
Selling |
Selling - Psychological aspects |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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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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Sommario/riassunto |
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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. |
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