Description
Book SynopsisPeter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consultancy firm specialising in the development of customer focused business strategies, with a strong focus on Key Account Management, Global Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working 'hands on' with clients around the world. He is author of
Key Account Management, Key Marketing Skills, Global Account Management, and
Key Account Management in Financial Services (all published by Kogan Page).
Jan Paul van der Velde is a purchasing professional, and is currently VP Purchasing with the Flint Group. He has been involved in purchasing at all levels, and for over 20 years.
Table of Contents
- Chapter - 01: Terminology;
- Chapter - 02: Purchasing developments: what has changed;
- Chapter - 03: The importance of purchasing for a company;
- Chapter - 04: Purchasing processes;
- Chapter - 05: Purchasing strategy;
- Chapter - 06: Purchasing organizations;
- Chapter - 07: Buyers: types, motivations and rewards;
- Chapter - 08: Purchasing analysis;
- Chapter - 09: The negotiation game;
- Chapter - 10: Price management: managing the buyer;
- Chapter - 11: The purchasing agenda;
- Chapter - 12: Buying and selling relationships;
- Chapter - 13: Summary and conclusions;
- Chapter - 14: Getting further help
