Understanding The Professional Buyer

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Cheverton, Peter

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ISBN:9780749461232
Editorial: Kogan Page
Fecha de la edición:2010
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Dimensiones: 0 cm x 0 cm
Nº Pág.:224
Idiomas:Ingles,Inglés

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/ Marketing

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.

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