9780894648847

General Aviation Marketing and Management

by ;
  • ISBN13:

    9780894648847

  • ISBN10:

    0894648845

  • Edition: Revised
  • Format: Hardcover
  • Copyright: 1994-09-01
  • Publisher: Krieger Pub Co
  • View Upgraded Edition

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Supplemental Materials

What is included with this book?

Author Biography

Alexander T. Wells, Ed.D. is an adjunct professor of aviation business administration at Embry-Riddle Aeronautical University. His career in the aviation industry began in 1960 and over the next 12 years he held posts in various segments of the air transportation industry. Entering academia in 1972, he taught and authored nine textbooks in the field of air transportation during the subsequent 30 years. In 2000 he was awarded the University Aviation Association's Dr. Frank E. Sorenson award for outstanding achievement of excellence in aviation research scholarship Bruce D. Chadbourne, Ed.D. has 30 years experience teaching business courses at the graduate and undergraduate levels and is currently a professor in the College of Business at Embry-Riddle Aeronautical University. As a sales manager and business owner, he has extensive experience in applying marketing and management strategies and concepts. These combine to enhance his expertise in general aviation marketing and management

Table of Contents

Preface xi
Acknowledgements xiii
Part One Introduction
General Aviation: A Historical Perspective
3(16)
The Scope of General Aviation
19(26)
Part Two FBO Management
The Fixed Base Operator: Backbone of General Aviation
45(18)
Managing a Fixed Base Operation
63(18)
Financial Planning and Control
81(20)
Part Three Marketing Process
The Role of Marketing
101(14)
Marketing Research and Prospecting
115(16)
Transportation Needs Assessment
131(20)
Value Analysis: Costs versus Benefits
151(12)
Methods of Acquiring a Business Aircraft
163(20)
Promotion and Sales
183(12)
Sales Management
195(124)
Appendix
A Study Guide
211(62)
B Corporate Aircraft Sales Presentation
273(16)
C FBO Marketing and Management Cases
289(24)
D Three Week On-site Training Program for a New Aircraft Salesperson
313(6)
Index 319

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