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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.
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.
1. Terminology
2. Purchasing developments: what has changed
3. The importance of purchasing for a company
4. Purchasing processes
5. Purchasing strategy
6. Purchasing organizations
7. Buyers; types, motivations and rewards
8. Purchasing analysis
9. The negotiation game
10. Price management: managing the buyer
11. The purchasing agenda
12. Buying and selling relationships
13. Summary and conclusions
14. Getting further help
| Erscheinungsjahr: | 2010 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780749461232 |
| ISBN-10: | 0749461233 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Cheverton, Peter
Velde, Jan Paul van der |
| Hersteller: | Kogan Page |
| Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 234 x 156 x 11 mm |
| Von/Mit: | Peter Cheverton (u. a.) |
| Erscheinungsdatum: | 28.11.2010 |
| Gewicht: | 0,324 kg |
1. Terminology
2. Purchasing developments: what has changed
3. The importance of purchasing for a company
4. Purchasing processes
5. Purchasing strategy
6. Purchasing organizations
7. Buyers; types, motivations and rewards
8. Purchasing analysis
9. The negotiation game
10. Price management: managing the buyer
11. The purchasing agenda
12. Buying and selling relationships
13. Summary and conclusions
14. Getting further help
| Erscheinungsjahr: | 2010 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780749461232 |
| ISBN-10: | 0749461233 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Cheverton, Peter
Velde, Jan Paul van der |
| Hersteller: | Kogan Page |
| Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 234 x 156 x 11 mm |
| Von/Mit: | Peter Cheverton (u. a.) |
| Erscheinungsdatum: | 28.11.2010 |
| Gewicht: | 0,324 kg |
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