Description

Book Synopsis
Written from the marketing manager's perspective, this revised and updated text covers new concepts, materials and examples from such areas as sales management, buyer behaviour, buyer-seller interaction, channel strategy and marketing communications.

Table of Contents
The Nature and Scope of Industrial Marketing.

Industrial Procurement and Buying Behavior.

Buyer-Seller Relationships.

Industrial Market Segmentation, Targeting, and Positioning.

Product Strategy and New Product Development.

Developing Markets for New Industrial Products.

Pricing Strategy.

Industrial Distribution Strategy.

Managing the Industrial Sales Force.

Industrial Marketing Communications.

Industrial Marketing Planning.

Index.

Industrial Marketing Strategy 3rd Edition Third

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    A Paperback / softback by Frederick E. Webster

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      View other formats and editions of Industrial Marketing Strategy 3rd Edition Third by Frederick E. Webster

      Publisher: John Wiley & Sons Inc
      Publication Date: 30/05/1995
      ISBN13: 9780471119890, 978-0471119890
      ISBN10: 047111989X

      Description

      Book Synopsis
      Written from the marketing manager's perspective, this revised and updated text covers new concepts, materials and examples from such areas as sales management, buyer behaviour, buyer-seller interaction, channel strategy and marketing communications.

      Table of Contents
      The Nature and Scope of Industrial Marketing.

      Industrial Procurement and Buying Behavior.

      Buyer-Seller Relationships.

      Industrial Market Segmentation, Targeting, and Positioning.

      Product Strategy and New Product Development.

      Developing Markets for New Industrial Products.

      Pricing Strategy.

      Industrial Distribution Strategy.

      Managing the Industrial Sales Force.

      Industrial Marketing Communications.

      Industrial Marketing Planning.

      Index.

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