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00000cam a2200000 a 4500 |
| 001 |
ocn697182455 |
| 003 |
OCoLC |
| 005 |
20240809213013.0 |
| 006 |
m o d |
| 007 |
cr cnu---unuuu |
| 008 |
110117s2011 enka ob 001 0 eng d |
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|q (electronic bk.)
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|a CL0500000111
|b Safari Books Online
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| 037 |
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|a D8306361-DCC9-4DB2-88C2-2F02458B6670
|b OverDrive, Inc.
|n http://www.overdrive.com
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| 050 |
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4 |
|a HF5437
|b .C52 2011eb
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| 072 |
|
7 |
|a BUS
|x 043020
|2 bisacsh
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| 049 |
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|a HCDD
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| 100 |
1 |
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|a Cheverton, Peter.
|1 https://id.oclc.org/worldcat/entity/E39PCjrwYhmfCp8YQQm7KWgWQq
|
| 245 |
1 |
0 |
|a Understanding the professional buyer :
|b what every sales professional should know about how the modern buyer thinks and behaves /
|c Peter Cheverton, Jan Paul van der Velde.
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| 260 |
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|a London ;
|a Philadelphia :
|b Kogan Page,
|c 2011.
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| 300 |
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|a 1 online resource (xiv, 191 pages) :
|b illustrations
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
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|a computer
|b c
|2 rdamedia
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| 338 |
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|a online resource
|b cr
|2 rdacarrier
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| 504 |
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|a Includes bibliographical references and index.
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| 505 |
0 |
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|a Preface; About the authors; Acknowledgements; 01 Terminology; 02 Purchasing developments: what has changed; 03 The importance of purchasing for a company; 04 Purchasing processes; 05 Purchasing strategy; 06 Purchasing organizations; 07 Buyers: types, motivations and rewards; 08 Purchasing analysis; 09 The negotiation game; 10 Price management: managing the buyer; 11 The purchasing agenda; 12 Buying and selling relationships; 13 Summary and conclusions; Getting further help; Index.
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| 520 |
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|a 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.
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| 588 |
0 |
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|a Print version record.
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| 650 |
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0 |
|a Purchasing.
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| 650 |
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0 |
|a Selling.
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| 650 |
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0 |
|a Selling
|x Psychological aspects.
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| 650 |
|
7 |
|a procurement.
|2 aat
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| 650 |
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7 |
|a purchasing.
|2 aat
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| 650 |
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7 |
|a selling.
|2 aat
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| 650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Marketing
|x Industrial.
|2 bisacsh
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| 650 |
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7 |
|a Purchasing
|2 fast
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| 650 |
|
7 |
|a Selling
|2 fast
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| 650 |
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7 |
|a Selling
|x Psychological aspects
|2 fast
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| 650 |
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7 |
|a Business & Management.
|2 thema
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| 650 |
|
7 |
|a Sales & marketing management.
|2 thema
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| 650 |
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7 |
|a Purchasing & supply management.
|2 thema
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| 650 |
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7 |
|a Sales & marketing.
|2 thema
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| 650 |
|
7 |
|a Business and Management.
|2 ukslc
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| 700 |
1 |
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|a Velde, Jan Paul van der.
|1 https://id.oclc.org/worldcat/entity/E39PCjFvG7HJ4Hbrm6gC4RwkCP
|
| 758 |
|
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|i has work:
|a Understanding the professional buyer (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCGP4j8dyk3yK3x7gFvCprq
|4 https://id.oclc.org/worldcat/ontology/hasWork
|
| 776 |
0 |
8 |
|i Print version:
|a Cheverton, Peter.
|t Understanding the professional buyer.
|d London ; Philadelphia : Kogan Page, 2011
|z 9780749461232
|w (DLC) 2010022265
|w (OCoLC)555673506
|
| 856 |
4 |
0 |
|u https://ebookcentral.proquest.com/lib/holycrosscollege-ebooks/detail.action?docID=620713
|y Click for online access
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| 903 |
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|a EBC-AC
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| 994 |
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|a 92
|b HCD
|