Building Buyer Relationships

Successful Sales and Marketing in a Business to Business Environment

By Daragh O'Reilly and Julian J. Gibas
ISBN: 0-273-61692-7
213 p.
$54.50 Paper


This book strips away the mystery and complexity of business-to-business marketing and is based on the latest thinking in marketing and up-to-date sales practice. It attempts to radically reappraise the management of buyer relationships by taking the market apart, so that you understand it as well, if not better, than the buyer. It also emphasizes an awareness of the intricacy of the buying process, buyer expectations, and buyer power. This book provides a framework for effective management control of buyer relationships.

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