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[null,"1.","Record Nr.",null,"UNINA9910459060103321"]
[null,null,"Autore",null,"Cheverton Peter"]
[null,null,"Titolo",null,"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"]
[null,null,"Pubbl/distr/stampa",null,"London ; ; Philadelphia, : Kogan Page, 2010"]
[null,null,"ISBN",null,"1-282-93777-4"]
[{"$nulls":4},"9786612937774"]
[{"$nulls":4},"0-7494-6147-0"]
[null,null,"Descrizione fisica",null,"1 online resource (208 p.)"]
[null,null,"Disciplina",null,"658.8/04"]
[null,null,"Soggetti",null,"Purchasing"]
[{"$nulls":4},"Selling"]
[{"$nulls":4},"Selling - Psychological aspects"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"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"]
[null,null,null,"Sommario/riassunto","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."]