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Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Understanding the Professional Buyer: What Every Sales Professional Should Know about How the Modern Buyer Thinks and Behaves

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

Paperback

Business GeneralManagement

ISBN10: 0749461233
ISBN13: 9780749461232
Publisher: Kogan Page
Published: Nov 30 2010
Pages: 208
Weight: 0.79
Height: 0.53 Width: 6.60 Depth: 9.30
Language: English
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.

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