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Understanding The Professional Buyer
by Peter Cheverton, Jan Paul Van Der Velde (Author),
Kogan Page (Publisher)
Product Specifications
Book Description
As in the past, the professional buyer will attempt to get the best deal for
their company, the highest quality goods and services at the lowest possible
cost. But there are big changes: purchasing agents today are probably well
versed in supplier evaluation, spend analysis and strategic sourcing. Through
internal training or certification, professional buyers will be familiar with
financial fundamentals, negotiating tactics and will have trained in
communication skills. Sellers are now faced with more professional, more
knowledgeable and more powerful buyers. Traditional sales techniques used in
previous years are no longer working. This book shows sales people how to
understand this new breed of buyer, offering
Book Specifications
ISBN-13 9780749461232
Language English
Binding Paper Back
Publisher Kogan Page
Publishing Date 2010-11-01
Product Edition 1