Understanding the Professional Buyer

Understanding the Professional Buyer

What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves

by Peter Cheverton, Jan Paul Van Der Velde

208 pages· 2010· ISBN 9780749461478
Join Readfeed freeFind clubs reading this
Rate this book:

Browse books you can read free on Readfeed

No club is reading this yet — be the first to start one

Start a club free
About
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.

Discuss Understanding the Professional Buyer with other readers

Join or start a book club for Understanding the Professional Buyer on Readfeed. Live chat, shared reading progress, and AI discussion questions — free to get started.

Sign up freeBrowse book clubs

Frequently asked questions

How do I join a book club for Understanding the Professional Buyer?

Sign up free on Readfeed, then browse public clubs or start your own club with Understanding the Professional Buyer as the current read. Invite friends with a share link and discuss together with live chat and AI discussion questions.

Can I discuss Understanding the Professional Buyer with other readers online?

Yes. Readfeed book clubs let you chat live, share progress, and join discussions about Understanding the Professional Buyer with readers worldwide — whether your club is virtual, in-person, or hybrid.

Is Readfeed free?

Yes. Creating an account and joining book clubs is free. Sign up to find readers who love the same books and start discussing today.