Understanding the Professional Buyer: What Every Sales Professional Should Know about How the Modern Buyer Thinks and Behaves

by Peter Cheverton and Jan Paul van der Velde

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...

• Format: Paperback
• Language: English
• ISBN: 0749461233
• ISBN13: 9780749461232
• Release Date: November 2010
• Publisher: Kogan Page
• Length: 208 Pages
• Weight: 0.80 lbs.
• Dimensions: 0.5" x 6.6" x 9.3"