+612 9045 4394
$7.95 Delivery per order to Australia and New Zealand
100% Australian owned
Over a hundred thousand in-stock titles ready to ship
Industrial Marketing Strategy - Frederick E. Webster Jr.

Industrial Marketing Strategy

Paperback Published: 17th April 1995
ISBN: 9780471119890
Number Of Pages: 384

Share This Book:


RRP $108.96
or 4 easy payments of $24.44 with Learn more
Ships in 15 business days

Earn 196 Qantas Points
on this Book

Develop customer-focused, market-driven strategies for today's competitive marketplace. . .<br> <br> Industrial Marketing Strategy<br> <br> Widely regarded as a classic text in the field, Industrial Marketing Strategy, Third Edition shows you, as a practicing manager, how to develop the marketing strategies your business needs to succeed in a rapidly evolving global marketplace. This important book covers: <br> * The basic concepts of customer analysis, buying behavior, buyer-seller relationships, market segmentation and targeting, and positioning <br> * Proven, concrete, strategic management techniques--rather than a rote enumeration of the functions and institutions of industrial marketing <br> * Guidelines for implementing the value proposition through distribution and marketing communications <br> * The role of marketing in the broader context of business and corporate-level strategic planning <br> * Special sections on product development, national account management, customer service, information technology, and price signaling

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.


ISBN: 9780471119890
ISBN-10: 047111989X
Audience: General
Format: Paperback
Language: English
Number Of Pages: 384
Published: 17th April 1995
Country of Publication: US
Dimensions (cm): 22.85 x 15.4  x 2.45
Weight (kg): 0.5
Edition Number: 1

Earn 196 Qantas Points
on this Book