Managing Business Marketing & Sales: An International Perspective

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Copenhagen Business School Press DK, 2005 - 287 pages
"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."
 

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tres bon livre
utile pour mon memoire

Contents

Marketing Strategy and Planning
11
How Organizations Buy
37
Strategic Analysis of an Industry
59
Business Marketing Intelligence
77
Selecting Business Markets
119
Business Product Management
137
Marketing of Services
163
Pricing Strategy for Business Markets
175
EBusiness Marketing
203
Personal Selling
217
Business Marketing Communications
245
Managing Business Marketing Channels
261
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