Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves / Peter Cheverton, Jan Paul van der Velde.

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.

Bibliographic Details

Online Access:	Full Text (via ProQuest)
Main Author:	Cheverton, Peter
Other Authors:	Velde, Jan Paul van der
Format:	eBook
Language:	English
Published:	London ; Philadelphia : Kogan Page, 2011.
Subjects:	Purchasing. Selling. Selling > Psychological aspects.