Buyer behaviour
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816834
Table of contents: title: Content; title: 1. Introduction to buyer behaviour; title: 1.1 Why it’s about behaviour; title: 1.2 How salespeople get it wrong; title: 1.3 So, what do we need to do?; title: 1.4 Making changes one step at a time; title: 2. Behavioural analysis. Understanding your preferred style; title: and how to deal with other buyer types; title: 2.1 The two forms of behaviour; assertiveness and responsiveness; title: 2.2 How to deal with behaviour styles; title: 2.3 Identifying your preferred style Development exercise. Behavioural styles; title: 2.4 How to be more assertive; title: 2.5 Organisational and personal needs; title: 3. Buyer tactics; title: 3.1 How negotiators behave when they want to win