{"product_id":"understanding-the-professional-buyer-9780749461232","title":"Understanding the Professional Buyer","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003ePeter Cheverton\u003c\/b\u003e 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 \u003ci\u003eKey Account Management, Key Marketing Skills, Global Account Management\u003c\/i\u003e, and \u003ci\u003eKey Account Management in Financial Services\u003c\/i\u003e (all published by Kogan Page).\u003cb\u003eJan Paul van der Velde \u003c\/b\u003eis 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: \tTerminology;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: \tPurchasing developments: what has changed;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: \tThe importance of purchasing for a company;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: \tPurchasing processes;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: \tPurchasing strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: \tPurchasing organizations;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: \tBuyers: types, motivations and rewards;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: \tPurchasing analysis;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: \tThe negotiation game;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: \tPrice management: managing the buyer;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: \tThe purchasing agenda;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: \tBuying and selling relationships;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: \tSummary and conclusions;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: \tGetting further help\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":49404524233047,"sku":"9780749461232","price":29.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749461232.jpg?v=1730486720","url":"https:\/\/bookcurl.com\/products\/understanding-the-professional-buyer-9780749461232","provider":"Book Curl","version":"1.0","type":"link"}