01208nam0 2200301 450 00004109620150820135645.020150724d--------km-y0itaa50------baitaITTempo religioso e tempo storicosaggi e note di storia sociale e religiosa dal Medioevo all'età contemporaneaGabriele De RosaRomaEdizioni di storia e letteraturaVolumi26 cmStoria e letteraturaRaccolta di studi e testi184Vol. 2.: XIV, 456 p. - 19942001Storia e letteraturaRaccolta di studi e testi184ItaliaStoria religiosaStudi274.5(22. ed.)Chiesa cristiana. ItaliaDe Rosa,Gabriele33637ITUniversità della Basilicata - B.I.A.REICATunimarc000041096Tempo religioso e tempo storico93234UNIBASLETTERESTD1030120150724BAS011208TTM3020150820BAS011356BAS01BAS01BOOKBASA1Polo Storico-UmanisticoGENCollezione generaleFM/113690113690L1136902015072402Prestabile Generale02592nam 2200613Ia 450 991045906010332120210430005153.01-282-93777-497866129377740-7494-6147-0(CKB)2670000000060805(EBL)620713(OCoLC)697182455(SSID)ssj0000443773(PQKBManifestationID)12165284(PQKBTitleCode)TC0000443773(PQKBWorkID)10456177(PQKB)10453728(MiAaPQ)EBC620713(Au-PeEL)EBL620713(CaPaEBR)ebr10438065(CaONFJC)MIL293777(EXLCZ)99267000000006080520100603d2010 uy 0engur|n|---|||||txtccrUnderstanding 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 VeldeLondon ;Philadelphia Kogan Page20101 online resource (208 p.)Description based upon print version of record.0-7494-6123-3 Includes bibliographical references and index.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; IndexUnderstanding 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.PurchasingSellingSellingPsychological aspectsElectronic books.Purchasing.Selling.SellingPsychological aspects.658.8/04Cheverton Peter974445Velde Jan Paul van der974446MiAaPQMiAaPQMiAaPQBOOK9910459060103321Understanding the professional buyer2218561UNINA