Understanding the Professional Buyer : What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves
Language: English
Published by Kogan Page, 2010
- Softcover
- Used
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- Title
- Understanding the Professional Buyer : What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves
- Author
- Cheverton, Peter; Van Der Velde, Jan Paul
- Publisher
- Kogan Page
- Publication year
- 2010
- Condition
- As New
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 0749461233
- ISBN 13
- 9780749461232
Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship.
In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techniques used in previous years are no longer working. This book shows how to understand this new breed of buyer, in order to interact with them on a more level playing field. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations.
"Synopsis" may belong to another edition of this title.
About the Author
After studying mechanical engineering, Jan Paul van der Velde (1964, Haarlem, The Netherlands) has had a career in purchasing at Philips Electronics, Frito Lay (PepsiCo), Heineken, and ICI/Quest International. Currently he is SVP Procurement at Flint Group, being part of the Executive Management Team. Through Insight Marketing and People, Jan Paul has shared his experience in purchasing with sales/account executives and this experience forms the key of his book.
"About the title" may belong to another edition of this title.
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