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Author : Åke Flodhammar
Publisher :
ISBN 13 :
Total Pages : 36 pages
Book Rating : 4.:/5 (185 download)
Download or read book Industrial Market Segmentation According to Sales Force Customer Rating written by Åke Flodhammar and published by . This book was released on 1987 with total page 36 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :
Publisher :
ISBN 13 :
Total Pages : 534 pages
Book Rating : 4.3/5 (512 download)
Download or read book The Quarterly Review of Marketing written by and published by . This book was released on 1986 with total page 534 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Keith Malcolm Thompson
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (643 download)
Download or read book Industrial Market Segmentation as a Basis for the Reorganisation of a Sales Force written by Keith Malcolm Thompson and published by . This book was released on 1984 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Dennis R. McDermott
Publisher :
ISBN 13 :
Total Pages : 46 pages
Book Rating : 4.0/5 ( download)
Download or read book New Product Innovations in Industrial Marketing written by Dennis R. McDermott and published by . This book was released on 1979 with total page 46 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Claudio A. Saavedra
Publisher : Springer
ISBN 13 : 3319306103
Total Pages : 440 pages
Book Rating : 4.3/5 (193 download)
Download or read book The Marketing Challenge for Industrial Companies written by Claudio A. Saavedra and published by Springer. This book was released on 2016-04-29 with total page 440 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book discusses the differences between consumer marketing and industrial marketing, as well as the challenges faced when putting each into practice. It identifies important distinctions in terms of product functionality, market research concepts and techniques, market segmentation, pricing, sales force and product launch. Furthermore, it reviews significant variations concerning other issues such as branding, distribution, product development and the organizational structure of the commercial department. Each chapter features both authoritative, novel concepts suited for global application and hands-on protocols. By presenting these concepts and their implementation, this book is the first of its kind in the field to help practitioners avoid using consumer-marketing techniques that could in fact be inappropriate for and detrimental to an industrial company strategy.
Author : A. Zoltners
Publisher : Springer
ISBN 13 : 0230514928
Total Pages : 401 pages
Book Rating : 4.2/5 (35 download)
Download or read book Sales Force Design For Strategic Advantage written by A. Zoltners and published by Springer. This book was released on 2004-06-25 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Author : Jochen Wirtz
Publisher : World Scientific
ISBN 13 : 1944659811
Total Pages : 683 pages
Book Rating : 4.9/5 (446 download)
Download or read book Services Marketing: People, Technology, Strategy (Ninth Edition) written by Jochen Wirtz and published by World Scientific. This book was released on 2021-10-15 with total page 683 pages. Available in PDF, EPUB and Kindle. Book excerpt: Services Marketing: People, Technology, Strategy is the ninth edition of the globally leading textbook for Services Marketing by Jochen Wirtz and Christopher Lovelock, extensively updated to feature the latest academic research, industry trends, and technology, social media, and case examples.This book takes on a strong managerial approach presented through a coherent and progressive pedagogical framework rooted in solid academic research. It features cases and examples from all over the world and is suitable for students who want to gain a wider managerial view.Supplementary Material Resources:Resources are available to instructors who adopt this textbook for their courses. These include: (1) Instructor's Manual, (2) Case Teaching Notes, (3) PowerPoint deck, and (4) Test Bank. Please contact [email protected] Features:
Author : Michael H. Morris
Publisher : SAGE Publications
ISBN 13 : 1452252106
Total Pages : 563 pages
Book Rating : 4.4/5 (522 download)
Download or read book Business-to-Business Marketing written by Michael H. Morris and published by SAGE Publications. This book was released on 2001-03-29 with total page 563 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thoroughly updated, this much anticipated new edition provides students with a comprehensive, state-of-the-art view of industrial marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life cycles;, new processes for selling, distribution, and customer service; increase in entrepreneurial firms; and the need to create and sustain long-term customer relationships. Separate chapters are devoted to buying decisions, market research and analysis, and purchasing practices, including treatment of the latest technological developments in just-in-time systems, Web-based procurement, and enterprise resource planning and manufacturing systems. Each chapter includes illustrations of real world marketing issues, key concepts, learning objectives, and discussion questions.
Author : Richard E Plank
Publisher : Routledge
ISBN 13 : 1000156826
Total Pages : 314 pages
Book Rating : 4.0/5 (1 download)
Download or read book Fundamentals of Business Marketing Research written by Richard E Plank and published by Routledge. This book was released on 2020-07-24 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get a thorough review of vital research issues! Fundamentals of Business Marketing Research examines recent industrial/business research, evaluates its current effectiveness, and offers suggestions for future use. This unique book includes and is based on “Business Marketing: A Twenty Year Review,” a thorough study of industrial/business research from 1978-1997 with critical commentary from a distinguished panel of business academics and the response of the study's authors. The combination of critiques, insights, and viewpoints will challenge you to think beyond the traditional role of B2B marketing into a future that's anything but business as usual. Through an unusual format that gives you access to critical academic analysis, Fundamentals of Business Marketing Research presents a comprehensive review of vital research areas, including marketing to businesses/institutions/governments; buyer-seller relationships; computer use for business marketing; industrial segmentation; channel management and development; physical distribution; advertising; and public relations. The book’s give-and-take is equally focused on areas that have traditionally received a larger share of the research effort (organizational buyer behavior, business marketing strategy and planning, industrial selling and sales management) and those that have taken a back seat in terms of research attention (computers and ethical business marketing). The original study, its criticisms, and the authors’ subsequent assessment spotlight major themes, individual contributions, and future trends in major topic areas, including: business marketing strategy organizational buying behavior and purchasing management business marketing research methodology products/services pricing management issues distribution/logistics and supply chain management promotion Fundamentals of Business Marketing Research is equally effective as a practical guide for professionals and researchers, and as an academic text for doctoral studies.
Author : Hollensen Svend
Publisher : World Scientific
ISBN 13 : 1944659641
Total Pages : 520 pages
Book Rating : 4.9/5 (446 download)
Download or read book Marketing: A Relationship Perspective (Second Edition) written by Hollensen Svend and published by World Scientific. This book was released on 2019-03-15 with total page 520 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing: A Relationship Perspective is back for a second edition and continues to set a benchmark for achievement in introductory marketing courses across Europe. It is a comprehensive, broad-based, and challenging basic marketing text, which describes and analyzes the basic concepts and strategic role of marketing and its practical application in managerial decision-making. It integrates the 'new' relationship approach into the traditional process of developing effective marketing plans. The book's structure fits to the marketing planning process of a company. Consequently, the book looks at the marketing management process from the perspective of both relational and transactional approach, suggesting that a company should, in any case, pursue an integrative and situational marketing management approach. Svend Hollensen's and Marc Opresnik's holistic approach covers both principles and practices, is drawn in equal measure from research and application, and is an ideal text for students, researchers, and practitioners alike.
Author :
Publisher : Natl Assn Wholesale-Distr
ISBN 13 : 1934014311
Total Pages : 224 pages
Book Rating : 4.9/5 (34 download)
Download or read book Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution written by and published by Natl Assn Wholesale-Distr. This book was released on 2012 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Dr. MADESWARAN A
Publisher : Archers & Elevators Publishing House
ISBN 13 : 8194706580
Total Pages : 405 pages
Book Rating : 4.1/5 (947 download)
Download or read book ESSENTIALS OF INDUSTRIAL MARKETING written by Dr. MADESWARAN A and published by Archers & Elevators Publishing House. This book was released on with total page 405 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Marion Debruyne
Publisher : Kogan Page Publishers
ISBN 13 : 0749471654
Total Pages : 263 pages
Book Rating : 4.7/5 (494 download)
Download or read book Customer Innovation written by Marion Debruyne and published by Kogan Page Publishers. This book was released on 2014-05-03 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: A new set of organizations has discovered a new formula: they combine customer-centricity with innovative power. These organizations have created a completely outside-in approach to the market. Not driven by what they're good at, they start with the market and design their strategy around it, replacing practices of the past with a new set of capabilities which enable them to be ahead of the curve in discovering new market opportunities. Whereas the traditional value chain model regards the market as the end-outcome of the efforts of the organization, the reversed value chain model starts there. The customer is the starting point and the value chain is the result of understanding customer needs and requirements. Customer Innovation presents this unique case for developing the outside-in organization to drive your business success, combining market orientation with innovation to enable actionable positive change in the way your company does business. Winner of the Innovation and Entrepreneurship category of the 2015 CMI Management Book of the Year Awards, Customer Innovation provides every business with the framework it needs to combine customer focus with innovation to achieve success. It is packed with real world examples from a range of leading global companies including Disney, Coca-Cola, LEGO, Eurex, Netflix, KLM, Carglass, Komatsu, Callebaut and more to help you put market awareness at the heart of your business.
Author : Andreas Hinterhuber
Publisher : Routledge
ISBN 13 : 1317648374
Total Pages : 248 pages
Book Rating : 4.3/5 (176 download)
Download or read book Pricing and the Sales Force written by Andreas Hinterhuber and published by Routledge. This book was released on 2015-09-16 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value quantification; engaging the sales force: driving organizational change processes with the sales force; designing effective selling processes: designing and implementing processes that enable superior performance, and; aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
Author : JOBBER AND ELLI
Publisher : McGraw Hill
ISBN 13 : 1526849542
Total Pages : 938 pages
Book Rating : 4.5/5 (268 download)
Download or read book Principles and Practice of Marketing 10/e written by JOBBER AND ELLI and published by McGraw Hill. This book was released on 2023-02-21 with total page 938 pages. Available in PDF, EPUB and Kindle. Book excerpt: EBOOK: Principles and Practices of Marketing 10/e
Author : Thomas V. Bonoma
Publisher :
ISBN 13 :
Total Pages : 134 pages
Book Rating : 4.3/5 (512 download)
Download or read book Industrial Market Segmentation written by Thomas V. Bonoma and published by . This book was released on 1983 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Michael John Baker
Publisher : Taylor & Francis
ISBN 13 : 9780415214001
Total Pages : 496 pages
Book Rating : 4.2/5 (14 download)
Download or read book Marketing written by Michael John Baker and published by Taylor & Francis. This book was released on 2001 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt:
