Understanding the Professional Buyer

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

Peter Cheverton is a professional trainer and consultant, and Director of INSIGHT Marketing and People Ltd. Jan Paul van der Velde has been a purchasing professional for over 20 years and is currently vice president of purchasing with the Flint Group.

Inhaltsverzeichnis

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

Details

Erscheinungsjahr:	2010
Fachbereich:	Werbung & Marketing
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Einband - flex.(Paperback)
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