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Understanding the Professional Buyer: What Every Sales Professional Should Know about How the Modern Buyer Thinks and Behaves

by David Wragg , Jan Paul Van Der Velde
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Current price ₹4,462.00
Original price ₹4,549.00
Original price ₹4,549.00
Original price ₹4,549.00
(-2%)
₹4,462.00
Current price ₹4,462.00

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Book cover type: Paperback
  • ISBN13: 9780749461232
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Kogan Page
  • Publisher Imprint: Kogan Page
  • Publication Date:
  • Pages: 208
  • Original Price: GBP 34.99
  • Language: English
  • Edition: N/A
  • Item Weight: 359 grams
  • BISAC Subject(s): Sales & Selling / General

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.

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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