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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
| 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 |
| Autore | Cheverton Peter |
| Pubbl/distr/stampa | London ; ; Philadelphia, : Kogan Page, 2010 |
| Descrizione fisica | 1 online resource (208 p.) |
| Disciplina | 658.8/04 |
| Altri autori (Persone) | VeldeJan Paul van der |
| Soggetto topico |
Purchasing
Selling Selling - Psychological aspects |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-93777-4
9786612937774 0-7494-6147-0 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910459060103321 |
Cheverton Peter
|
||
| London ; ; Philadelphia, : Kogan Page, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
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
| 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 |
| Autore | Cheverton Peter |
| Pubbl/distr/stampa | London ; ; Philadelphia, : Kogan Page, 2010 |
| Descrizione fisica | 1 online resource (208 p.) |
| Disciplina | 658.8/04 |
| Altri autori (Persone) | VeldeJan Paul van der |
| Soggetto topico |
Purchasing
Selling Selling - Psychological aspects |
| ISBN |
1-282-93777-4
9786612937774 0-7494-6147-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910785463103321 |
|
Cheverton Peter
|
||
| London ; ; Philadelphia, : Kogan Page, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves / / Peter Cheverton, Jan Paul van der Velde
| Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves / / Peter Cheverton, Jan Paul van der Velde |
| Autore | Cheverton Peter |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | London ; ; Philadelphia, : Kogan Page, 2010 |
| Descrizione fisica | 1 online resource (208 p.) |
| Disciplina | 658.8/04 |
| Altri autori (Persone) | VeldeJan Paul van der |
| Soggetto topico |
Purchasing
Sales management |
| ISBN |
9786612937774
9781282937772 1282937774 9780749461478 0749461470 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9911098545003321 |
|
Cheverton Peter
|
||
| London ; ; Philadelphia, : Kogan Page, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves / / Peter Cheverton, Jan Paul van der Velde
| Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves / / Peter Cheverton, Jan Paul van der Velde |
| Autore | Cheverton Peter |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | London ; ; Philadelphia, : Kogan Page, 2010 |
| Descrizione fisica | 1 online resource (208 p.) |
| Disciplina | 658.8/04 |
| Altri autori (Persone) | VeldeJan Paul van der |
| Soggetto topico |
Purchasing
Sales management |
| ISBN |
9786612937774
9781282937772 1282937774 9780749461478 0749461470 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9911139035703321 |
| Cheverton Peter | ||
| London ; ; Philadelphia, : Kogan Page, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||