Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves: Volume 1

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9780749461232: Understanding the Professional Buyer: What Every Sales Professional Should Know About How The Modern Buyer Thinks And Behaves: Volume 1
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Understanding the Professional Buyer A 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.

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Book Description:

A truly international book, with case studies from Europe, the US and Asia Pacific.

Written by a professional purchaser revealing all the buyer secrets.

For sales professionals of all levels.

About the Author:

Peter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consultancy firm specialising in the development of customer focused business strategies, with a strong focus on Key Account Management, Global Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working 'hands on' with clients around the world. He is author of Key Account Management, Key Marketing Skills, Global Account Management, and Key Account Management in Financial Services (all published by Kogan Page).

Jan Paul van der Velde is a purchasing professional, and is currently VP Purchasing with the Flint Group. He has been involved in purchasing at all levels, and for over 20 years.

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Book Description Kogan Page Limited/Viva Books, 2010. Softcover. Condition: New. First edition. Recent years have seen the balance of power between professional buyer and seller swing dramatically in favour of the buyer. Sellers are now faced by more professional, more knowledgeable and certainly more powerful buyers. The old sales techniques around personal relationships (often avoiding buyers!) no longer work; sellers must reinvent their approach and be able to work with buyers if they are to succeed in this new era. In Understanding the Professional Buyer Peter Cheverton and Jan Paul van der Velde reveal the many drivers behind the way modern buyers operate. The author team of "buyer" and "seller" offer a unique insight and approach to unraveling the complex nature of the buyerâ "seller relationship; by first presenting the reasons behind the buyerâ s approach and then the sellerâ s ideal response. Packed with fresh ideas and practical advice that will help any seller work more closely with their buyer, without feeling they are losing out, the book includes guidance on: â ¢ working collaboratively in a changed environment â ¢ the role of purchasing as a strategic aim within organizations â ¢ the purchasing chain and the sellerâ s role within it â ¢ buyer types, motivations and rewards â ¢ tools and techniques of the purchasing function â ¢ the key themes of a modern purchasing environment Contents: 1 Terminology: The sellerâ s response. â ¢ Purchasing developments: what has changed: The sellerâ s response. â ¢ The importance of purchasing for a company: The economic logic: purchasingâ s effect on the bottom line â ¢ Purchasing importance: the DuPont Rol model â ¢ The rise and fall of purchasing: what next? â ¢ The sellerâ s response. â ¢ Purchasing processes: The basic purchasing process â ¢ The detailed purchasing process â ¢ The value chain model â ¢ The sellerâ s response. â ¢ Purchasing strategy: The sellerâ s response.â ¢ Purchasing organizations: Purchasing organizational development â ¢ Price, costs or value focus â ¢ Purchasing organizational set-up and ability to deliver â ¢ The sellerâ s response. â ¢ Buyers: types, motivations and rewards: Buyer profiles â ¢ Motivations and rewards for buyers â ¢ The sellerâ s response. â ¢ Purchasing analysis: Pareto analysis/ABC analysis â ¢ Kraljic analysis â ¢ The Dutch windmill â ¢ Supplier portfolio management â ¢ Porterâ s analysis â ¢ Supplier selection criteria â ¢ The sellerâ s response. â ¢ The negotiation game : The negotiation process â ¢ The negotiation power balance â ¢ Negotiation tactics and buyersâ tricks â ¢ Buyers and negotiation tricks in pricing discussions â ¢ The sellerâ s response. â ¢ Price management: managing the buyer: The previous pricing relationship â ¢ Timing of pricing discussions â ¢ Pricing communication â ¢ Pricing process and follow-up â ¢ The sellerâ s response. â ¢ The purchasing agenda: Supply chain-related purchasing activities â ¢ HR purchasing activities â ¢ Finance/legal-related purchasing activities â ¢ R&D/development-related purchasing activities â ¢ Sales/consumer/customer-related purchasing activities â ¢ Purchasing tools-related activities â ¢ The sellerâ s response. â ¢ Buying and selling relationships: The sellerâ s response. â ¢ Summary and conclusions: The ten -point checklist â ¢ Getting futher help: Reading list â ¢ References â ¢ Training â ¢ Speak to your own buyers â ¢ Index Printed Pages: 208. Seller Inventory # 56845BV

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Jan Paul van der Velde,Peter Cheverton
Published by Kogan Page Limited/Viva Books (2010)
ISBN 10: 0749461233 ISBN 13: 9780749461232
New Softcover First Edition Quantity Available: > 20
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Book Description Kogan Page Limited/Viva Books, 2010. Softcover. Condition: New. First edition. Recent years have seen the balance of power between professional buyer and seller swing dramatically in favour of the buyer. Sellers are now faced by more professional, more knowledgeable and certainly more powerful buyers. The old sales techniques around personal relationships (often avoiding buyers!) no longer work; sellers must reinvent their approach and be able to work with buyers if they are to succeed in this new era. In Understanding the Professional Buyer Peter Cheverton and Jan Paul van der Velde reveal the many drivers behind the way modern buyers operate. The author team of "buyer" and "seller" offer a unique insight and approach to unraveling the complex nature of the buyerâ "seller relationship; by first presenting the reasons behind the buyerâ s approach and then the sellerâ s ideal response. Packed with fresh ideas and practical advice that will help any seller work more closely with their buyer, without feeling they are losing out, the book includes guidance on: â ¢ working collaboratively in a changed environment â ¢ the role of purchasing as a strategic aim within organizations â ¢ the purchasing chain and the sellerâ s role within it â ¢ buyer types, motivations and rewards â ¢ tools and techniques of the purchasing function â ¢ the key themes of a modern purchasing environment Contents: 1 Terminology: The sellerâ s response. â ¢ Purchasing developments: what has changed: The sellerâ s response. â ¢ The importance of purchasing for a company: The economic logic: purchasingâ s effect on the bottom line â ¢ Purchasing importance: the DuPont Rol model â ¢ The rise and fall of purchasing: what next? â ¢ The sellerâ s response. â ¢ Purchasing processes: The basic purchasing process â ¢ The detailed purchasing process â ¢ The value chain model â ¢ The sellerâ s response. â ¢ Purchasing strategy: The sellerâ s response.â ¢ Purchasing organizations: Purchasing organizational development â ¢ Price, costs or value focus â ¢ Purchasing organizational set-up and ability to deliver â ¢ The sellerâ s response. â ¢ Buyers: types, motivations and rewards: Buyer profiles â ¢ Motivations and rewards for buyers â ¢ The sellerâ s response. â ¢ Purchasing analysis: Pareto analysis/ABC analysis â ¢ Kraljic analysis â ¢ The Dutch windmill â ¢ Supplier portfolio management â ¢ Porterâ s analysis â ¢ Supplier selection criteria â ¢ The sellerâ s response. â ¢ The negotiation game : The negotiation process â ¢ The negotiation power balance â ¢ Negotiation tactics and buyersâ tricks â ¢ Buyers and negotiation tricks in pricing discussions â ¢ The sellerâ s response. â ¢ Price management: managing the buyer: The previous pricing relationship â ¢ Timing of pricing discussions â ¢ Pricing communication â ¢ Pricing process and follow-up â ¢ The sellerâ s response. â ¢ The purchasing agenda: Supply chain-related purchasing activities â ¢ HR purchasing activities â ¢ Finance/legal-related purchasing activities â ¢ R&D/development-related purchasing activities â ¢ Sales/consumer/customer-related purchasing activities â ¢ Purchasing tools-related activities â ¢ The sellerâ s response. â ¢ Buying and selling relationships: The sellerâ s response. â ¢ Summary and conclusions: The ten -point checklist â ¢ Getting futher help: Reading list â ¢ References â ¢ Training â ¢ Speak to your own buyers â ¢ Index Printed Pages: 208. Seller Inventory # 56845

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