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9788763001472

Managing Business Marketing and Sales An International Perspective

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  • ISBN13:

    9788763001472

  • ISBN10:

    8763001470

  • Format: Paperback
  • Copyright: 2005-03-01
  • Publisher: CBS Press
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Supplemental Materials

What is included with this book?

Summary

"The correct approach to the markets for business products and services can mean gains of millions of euros, dollars, pounds or yen. This book offers the reader a wealth of concepts, theories and frameworks for analyzing, formulating and implementing business marketing and sales strategies."

Author Biography

David E. Smith is Professor of Marketing at National University, School of Business and Management in San Diego, California. H. Michael Hayes is Professor Emeritus of Marketing and Strategic Management at the University of Colorado at Denver. Per V. Jenster is Professor of Strategic Management and Marketing at the China Europe International Business School.

Table of Contents

An overview of business marketingp. 1
Marketing strategy and planningp. 11
How organizations buyp. 37
Strategic analysis of an industryp. 59
Business marketing intelligence : analysis and toolsp. 77
Selecting business marketsp. 119
Business product managementp. 137
Marketing of servicesp. 163
Pricing strategy for business marketsp. 175
E-business marketingp. 203
Business marketing communication : personal sellingp. 217
Business marketing communications : beyond personal sellingp. 245
Managing business marketing channelsp. 261
Table of Contents provided by Blackwell. All Rights Reserved.

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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