Understanding the Professional Buyer : What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves
Book Details
Format
Paperback / Softback
ISBN-10
0749461233
ISBN-13
9780749461232
Publisher
Kogan Page Ltd
Imprint
Kogan Page Ltd
Country of Manufacture
GB
Country of Publication
GB
Publication Date
Nov 3rd, 2010
Print length
208 Pages
Weight
316 grams
Dimensions
23.20 x 15.80 x 1.30 cms
Product Classification:
Sales & marketingSales and marketing
Ksh 6,300.00
Werezi Extended Catalogue
0 in stock
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Understanding the Professional Buyer is a practical guide for sales professionals. Providing insight into the behaviour and strategies of buyers it Includes guidance on; motivations and rewards, purchasing analysis and negotiation.
<p><b>Understanding the Professional Buyer</b> 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.<br><br>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.</p>
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