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Cover image for 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
Understanding the professional buyer : what every sales professional should know about how the modern buyer thinks and behaves
by 
Cheverton, Peter.
Format: 
Books
Publication Date 
2011
Excerpt: 
Purchasing.
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Cover image for Trust-based selling : using customer focus and collaboration to build long-term relationships
Trust-based selling : using customer focus and collaboration to build long-term relationships
by 
Green, Charles H.
Contributor biographical information http://www.loc.gov/catdir/enhancements/fy0623/2005031036-b.html
Format: 
Books
Publication Date 
2006
Excerpt: 
price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards.
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