Understanding the Professional Buyer: What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves: Volume 1

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9780749461232: Understanding the Professional Buyer: What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves: Volume 1
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Book by Cheverton Peter Velde Jan Paul Van Der

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Reseña del editor:

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. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations.

Biografía del autor:

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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Peter Cheverton Jan Paul van der Velde
Verlag: KOGAN PAGE LIMITED EPZ/SPECIAL PRICED TITLES (2010)
ISBN 10: 0749461233 ISBN 13: 9780749461232
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Buchbeschreibung KOGAN PAGE LIMITED EPZ/SPECIAL PRICED TITLES, 2010. Paperback. Zustand: New. Bestandsnummer des Verkäufers VIVA-9780749461232

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Jan Paul van der Velde,Peter Cheverton
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Buchbeschreibung Kogan Page Limited/Viva Books, 2010. Softcover. Zustand: New. First edition. Recent years have seen the balance of power between professional buyer and seller swing dramatically in favour of the buyer. Sellers are now faced by more professional, more knowledgeable and certainly more powerful buyers. The old sales techniques around personal relationships (often avoiding buyers!) no longer work; sellers must reinvent their approach and be able to work with buyers if they are to succeed in this new era. In Understanding the Professional Buyer Peter Cheverton and Jan Paul van der Velde reveal the many drivers behind the way modern buyers operate. The author team of "buyer" and "seller" offer a unique insight and approach to unraveling the complex nature of the buyer?seller relationship; by first presenting the reasons behind the buyer?s approach and then the seller?s ideal response. Packed with fresh ideas and practical advice that will help any seller work more closely with their buyer, without feeling they are losing out, the book includes guidance on: ? working collaboratively in a changed environment ? the role of purchasing as a strategic aim within organizations ? the purchasing chain and the seller?s role within it ? buyer types, motivations and rewards ? tools and techniques of the purchasing function ? the key themes of a modern purchasing environment Contents: 1 Terminology: The seller?s response. ? Purchasing developments: what has changed: The seller?s response. ? The importance of purchasing for a company: The economic logic: purchasing?s effect on the bottom line ? Purchasing importance: the DuPont Rol model ? The rise and fall of purchasing: what next? ? The seller?s response. ? Purchasing processes: The basic purchasing process ? The detailed purchasing process ? The value chain model ? The seller?s response. ? Purchasing strategy: The seller?s response.? Purchasing organizations: Purchasing organizational development ? Price, costs or value focus ? Purchasing organizational set-up and ability to deliver ? The seller?s response. ? Buyers: types, motivations and rewards: Buyer profiles ? Motivations and rewards for buyers ? The seller?s response. ? Purchasing analysis: Pareto analysis/ABC analysis ? Kraljic analysis ? The Dutch windmill ? Supplier portfolio management ? Porter?s analysis ? Supplier selection criteria ? The seller?s response. ? The negotiation game : The negotiation process ? The negotiation power balance ? Negotiation tactics and buyers? tricks ? Buyers and negotiation tricks in pricing discussions ? The seller?s response. ? Price management: managing the buyer: The previous pricing relationship ? Timing of pricing discussions ? Pricing communication ? Pricing process and follow-up ? The seller?s response. ? The purchasing agenda: Supply chain-related purchasing activities ? HR purchasing activities ? Finance/legal-related purchasing activities ? R&D/development-related purchasing activities ? Sales/consumer/customer-related purchasing activities ? Purchasing tools-related activities ? The seller?s response. ? Buying and selling relationships: The seller?s response. ? Summary and conclusions: The ten -point checklist ? Getting futher help: Reading list ? References ? Training ? Speak to your own buyers ? Index Printed Pages: 208. Bestandsnummer des Verkäufers 56845

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Jan Paul van der Velde,Peter Cheverton
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Buchbeschreibung Kogan Page Limited/Viva Books, 2010. Softcover. Zustand: New. First edition. Recent years have seen the balance of power between professional buyer and seller swing dramatically in favour of the buyer. Sellers are now faced by more professional, more knowledgeable and certainly more powerful buyers. The old sales techniques around personal relationships (often avoiding buyers!) no longer work; sellers must reinvent their approach and be able to work with buyers if they are to succeed in this new era. In Understanding the Professional Buyer Peter Cheverton and Jan Paul van der Velde reveal the many drivers behind the way modern buyers operate. The author team of "buyer" and "seller" offer a unique insight and approach to unraveling the complex nature of the buyerâ€"seller relationship; by first presenting the reasons behind the buyer’s approach and then the seller’s ideal response. Packed with fresh ideas and practical advice that will help any seller work more closely with their buyer, without feeling they are losing out, the book includes guidance on: • working collaboratively in a changed environment • the role of purchasing as a strategic aim within organizations • the purchasing chain and the seller’s role within it • buyer types, motivations and rewards • tools and techniques of the purchasing function • the key themes of a modern purchasing environment Contents: 1 Terminology: The seller’s response. • Purchasing developments: what has changed: The seller’s response. • The importance of purchasing for a company: The economic logic: purchasing’s effect on the bottom line • Purchasing importance: the DuPont Rol model • The rise and fall of purchasing: what next? • The seller’s response. • Purchasing processes: The basic purchasing process • The detailed purchasing process • The value chain model • The seller’s response. • Purchasing strategy: The seller’s response.• Purchasing organizations: Purchasing organizational development • Price, costs or value focus • Purchasing organizational set-up and ability to deliver • The seller’s response. • Buyers: types, motivations and rewards: Buyer profiles • Motivations and rewards for buyers • The seller’s response. • Purchasing analysis: Pareto analysis/ABC analysis • Kraljic analysis • The Dutch windmill • Supplier portfolio management • Porter’s analysis • Supplier selection criteria • The seller’s response. • The negotiation game : The negotiation process • The negotiation power balance • Negotiation tactics and buyers’ tricks • Buyers and negotiation tricks in pricing discussions • The seller’s response. • Price management: managing the buyer: The previous pricing relationship • Timing of pricing discussions • Pricing communication • Pricing process and follow-up • The seller’s response. • The purchasing agenda: Supply chain-related purchasing activities • HR purchasing activities • Finance/legal-related purchasing activities • R&D/development-related purchasing activities • Sales/consumer/customer-related purchasing activities • Purchasing tools-related activities • The seller’s response. • Buying and selling relationships: The seller’s response. • Summary and conclusions: The ten -point checklist • Getting futher help: Reading list • References • Training • Speak to your own buyers • Index Printed Pages: 208. Bestandsnummer des Verkäufers 56845

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Buchbeschreibung Kogan Page, 2010. Soft cover. Zustand: New. Bestandsnummer des Verkäufers 508931

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Buchbeschreibung KOGAN PAGE LIMITED EPZ/SPECIAL PRICED TITLES, 2010. Paperback. Zustand: New. Bestandsnummer des Verkäufers VIVA-9780749461232(2)

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Buchbeschreibung KOGAN PAGE LIMITED EPZ/SPECIAL PRICED TITLES, 2010. Paperback. Zustand: New. Bestandsnummer des Verkäufers VIVA-9780749461232(2)

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Buchbeschreibung Zustand: Brand New. Brand New Original US Edition, Perfect Condition. Printed in English. Excellent Quality, Service and customer satisfaction guaranteed!. Bestandsnummer des Verkäufers AIND-23362

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