Understanding the Professional Buyer

Language: English

Published by Kogan Page Ltd, GB, 2010

0749461233 / 9780749461232

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Seller: Rarewaves USA United, HEBRON, KY, U.S.A.Rarewaves USA United

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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.

Seller Inventory # LU-9780749461232

Title
Understanding the Professional Buyer
Author
Peter Cheverton, Jan Paul Van Der Velde
Publisher
Kogan Page Ltd, GB
Publication year
2010
Condition
New
Binding
Paperback
Language
English
ISBN 10
0749461233
ISBN 13
9780749461232
Item weight
322 grams

Rarewaves USA United

HEBRON, KY, U.S.A.

5-star seller

AbeBooks seller since June 20, 2025

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Rarewaves USA

10100 West Sample Road, Ste 101
Coral Springs, FL U.S.A. 33065