Understanding the Professional Buyer by Peter Cheverton

Understanding the Professional Buyer by Peter Cheverton

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.

SKU	Unavailable
ISBN 13	9780749461232
ISBN 10	0749461233
Title	Understanding the Professional Buyer
Author	Peter Cheverton
Condition	Unavailable
Binding Type	Paperback
Publisher	Kogan Page Ltd
Year published	2010-11-03
Number of pages	208
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.