Managing Business Marketing & Sales: An International PerspectiveCopenhagen 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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Contents
Business Products and Services | 6 |
Business Marketing Intelligence | 9 |
Investment Priority Matrix | 20 |
Marketing Strategy | 28 |
Summary | 34 |
Strategic Analysis of an Industry | 59 |
Analysis and Tools | 77 |
Selecting Business Markets | 119 |
Business Product Management | 137 |
Marketing of Services | 163 |
Pricing Strategy for Business Markets | 175 |
EBusiness Marketing | 203 |
Business Marketing Communication | 217 |
Business Marketing Communications | 245 |
Managing Business Marketing Channels | 261 |
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Common terms and phrases
activities advertising agents analysis approach behavior brand brand equity Business Intelligence business marketing business strategy buyers buying center changes channel Chapter communication compete competitive advantage Competitive Intelligence competitors components concept corporate cost countries customer's customers decisions demand direct marketing distribution distributors e-business efforts Eric von Hippel evaluation factors firm's firms forecast function global growth Growth-Share Matrix Harvard Business Review identify important individual Industrial Marketing Management instances International Internet investment Journal of Marketing keting manufacturers market research market share marketing intelligence marketing planning marketing strategy ment needs objectives opportunities organization overall personal computers personal selling position potential product development product life cycle product or service profit promotion purchasing relations relationships requirements role sales force salesperson sellers situation Source specific strategic planning suppliers take into account target tion tomer trade shows United users variables