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Selling Industrial Products
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Book Synopsis The Marketing of Industrial Products by : Aubrey Wilson
Download or read book The Marketing of Industrial Products written by Aubrey Wilson and published by Taylor & Francis. This book was released on 2024-11-01 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: First Published in 1965, The Marketing of Industrial Products is the product of diverse talents and experiences. The first words of Aubrey Wilson's introduction to this book emphasise the importance and relevance of industrial marketing to everyone connected with industry. He goes on to stress the need to set industrial marketing into a wider perspective and, at the same time, to provide for the urgent requirements of students for a basic authoritative book. Each chapter (with one exception) is an original contribution, especially commissioned for the book which has been devised and edited as an integrated work. The editor comments that there can be few if any people who are able to write with equal authority on each function of marketing. He has therefore invited eighteen leaders in their own particular function to contribute to this book. It immediately establishes itself as a standard work. This is a must read for students of marketing and business management.
Book Synopsis Introduction to Business by : Lawrence J. Gitman
Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2024-09-16 with total page 1455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.
Book Synopsis Industrial Products by : Erdener Kaynak
Download or read book Industrial Products written by Erdener Kaynak and published by Routledge. This book was released on 2012-11-12 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: Author Jansson merges different perspectives and ideas into a powerful theory on international marketing of industrial products, mainly modern approaches from marketing, organization theory, and institutional economic theory. He combines micro and macro approaches, which is rarely done in marketing and economics. Industrial Products illustrates this new framework with a detailed account of the experiences of thirteen West-European Transnational Corporations in industrial markets in South East Asia.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Book Synopsis Check List to Help You Introduce Your New Industrial Products by : Donald Wilhelm
Download or read book Check List to Help You Introduce Your New Industrial Products written by Donald Wilhelm and published by . This book was released on 1946 with total page 36 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Selling in Manufacturing and Logistics by : Mike Jones
Download or read book Selling in Manufacturing and Logistics written by Mike Jones and published by . This book was released on 2018-02 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Download or read book Personal Selling written by M. C. Cant and published by Juta and Company Ltd. This book was released on 2005-09 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.
Book Synopsis The Marketing Challenge for Industrial Companies by : Claudio A. Saavedra
Download or read book The Marketing Challenge for Industrial Companies written by Claudio A. Saavedra and published by Springer. This book was released on 2018-05-27 with total page 423 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.
Book Synopsis Marketing Management by : S.H.H. Kazmi
Download or read book Marketing Management written by S.H.H. Kazmi and published by Excel Books India. This book was released on 2007 with total page 728 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing is of interest to students of marketing, or marketers of tangibles or non tangibles.
Book Synopsis United States Census of Business: 1958: Wholesale trade summary statistics by : United States. Bureau of the Census
Download or read book United States Census of Business: 1958: Wholesale trade summary statistics written by United States. Bureau of the Census and published by . This book was released on 1961 with total page 838 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Introductory Readings in Marketing by : Elmer Lamont Rhoades
Download or read book Introductory Readings in Marketing written by Elmer Lamont Rhoades and published by . This book was released on 1927 with total page 774 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Class & Industrial Marketing written by and published by . This book was released on 1928 with total page 912 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Is The Emperor Dressed? by : Fuwan Yang
Download or read book Is The Emperor Dressed? written by Fuwan Yang and published by FriesenPress. This book was released on 2021-01-26 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: A book completely outside the mainstream of the world, looking at the relationship between humans, divinity and science in an unusual way. It may bring some new inspiration to the world It’s a little surprise for some readers. Facing a lot of confusing factors today, why don’t we try to understand the world in another simply logical way? We have already many scientific discoveries in our hands. With some deeper and wider thinking, we can observe some amazing facts of the world. The author is trying to do so in this book. If we look at the world from a right point and at a right angle, the whole world will be very clear in front of us. We will marvel that we have not recognized us clearly before. We will get to know the world further. Moreover, some new perspectives can help us to resist some coming astonishment that we have never dreamed of. It’s always worth preparing before it’s too late. Even though we often shocked the Lord God by our reactions to the messages he sent to us, but we do need some brakes for our rush running toward the final ending. The precious thoughts of each reader are always expected.
Book Synopsis Writings: v. 1: 1949-55 by : Zedong Mao
Download or read book Writings: v. 1: 1949-55 written by Zedong Mao and published by Routledge. This book was released on 2019-08-08 with total page 1021 pages. Available in PDF, EPUB and Kindle. Book excerpt: This critical, multi-volume edition of Mao's writings is an indispensable guide to post-1949 Chinese politics and an invaluable research tool for anyone seeking to understand Communist rule in China
Book Synopsis Theoretical Developments in Marketing by : Charles W. Lamb, Jr.
Download or read book Theoretical Developments in Marketing written by Charles W. Lamb, Jr. and published by Marketing Classics Press. This book was released on 2011-10-15 with total page 283 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Developing and Selling New Products by : Gustav Edward Larson
Download or read book Developing and Selling New Products written by Gustav Edward Larson and published by . This book was released on 1955 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt:
