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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| Autore: |
Cheverton Peter
|
| 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
|
| Pubblicazione: | London ; ; Philadelphia, : Kogan Page, 2010 |
| Descrizione fisica: | 1 online resource (208 p.) |
| Disciplina: | 658.8/04 |
| Soggetto topico: | Purchasing |
| Selling | |
| Selling - Psychological aspects | |
| Soggetto genere / forma: | Electronic books. |
| Altri autori: |
VeldeJan Paul van der
|
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references and index. |
| Nota di contenuto: | 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 |
| 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. |
| Titolo autorizzato: | Understanding the professional buyer |
| ISBN: | 1-282-93777-4 |
| 9786612937774 | |
| 0-7494-6147-0 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910459060103321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |