O'Reilly logo

Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 16: The modern buyer

In order to understand how people responsible for corporate buying decisions feel about their interactions with salespeople, DDI (the selection and development specialists, www.ddiworld.com) conducted a major global study of corporate buyers. Survey respondents included 2,705 corporate buyers and those involved with the buying process across six countries (Australia, Canada, France, Germany, the UK and USA) and representatives of a wide range of industries, job levels and age groups.

DDI specifically wanted to know how these people view their buyer–seller relationships and asked buyers a series of questions that included:

  • What qualities do ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required