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|a Jenster, Per V.
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|a Managing business marketing & sales :
|b an international perspective /
|c Per V. Jenster, H. Michael Hayes, & David E. Smith.
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| 246 |
3 |
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|a Managing business marketing and sales
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| 250 |
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|a 1. ed.
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| 260 |
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|a [Frederiksberg, Denmark] :
|b Copenhagen Business School Press,
|c 2005.
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| 300 |
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|a 1 online resource (xii, 287 pages) :
|b illustrations
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
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|a computer
|b c
|2 rdamedia
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|a online resource
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|a data file
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| 504 |
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|a Includes bibliographical references.
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| 506 |
|
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|3 Use copy
|f Restrictions unspecified
|2 star
|5 MiAaHDL
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| 533 |
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|a Electronic reproduction.
|b [Place of publication not identified] :
|c HathiTrust Digital Library,
|d 2010.
|5 MiAaHDL
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| 538 |
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|a Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
|u http://purl.oclc.org/DLF/benchrepro0212
|5 MiAaHDL
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| 583 |
1 |
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|a digitized
|c 2010
|h HathiTrust Digital Library
|l committed to preserve
|2 pda
|5 MiAaHDL
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| 588 |
0 |
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|a Print version record.
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| 505 |
0 |
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|a Managing Business Marketing & Sales An International Perspective -- Table of Contents -- Preface -- Our Objectives for the Book -- The Scope of the Book -- The Context of Business Marketing -- Features of the Book -- Acknowledgements -- Chapter 1: An Overview of Business Marketing -- The Nature of Business Marketing -- Business Marketing Strategy -- Business Markets -- Business Products and Services -- The Approach of the Book -- Summary -- Further Reading -- Chapter 2: Marketing Strategy and Planning -- Key Strategy Concepts -- Strategic Planning -- Strategy at Three Levels.
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| 505 |
8 |
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|a Corporate Strategy -- The Growth-Share Matrix -- Investment Priority Matrix -- Business Strategy -- Marketing Strategy -- Summary -- Further Reading -- Chapter 3: How Organizations Buy -- Buyer Behavior: An Overview -- Buyer Behavior: Analytical Frameworks -- Implications for Marketing -- Summary -- Further Reading -- Chapter 4: Strategic Analysis of an Industry -- Industry Analysis -- Approaches to Industry Analysis -- Conducting the Analysis -- Summary -- Further Reading -- Chapter 5: Business Marketing Intelligence: Analysis and Tools -- Intelligence and Information.
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| 505 |
8 |
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|a Types of Marketing Intelligence -- Intelligence Sources -- Establishing an Intelligence and Information System -- Organizing Intelligence Work -- Demand Analysis -- Summary -- Further Reading: -- Chapter 6: Selecting Business Markets -- An Overview of Business Market Selection -- The Search for Business Market Segments -- Segmentation Approaches -- Additional Issues in Segmentation -- Summary -- Further Reading -- Chapter 7: Business Product Management -- The Concept of Product -- The Product Line -- Buyer-Seller Relations: A Key Contextual Element -- The Role of Quality -- Product/Market Choices.
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| 505 |
8 |
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|a Global Considerations -- New Product Development -- Positioning -- Branding -- Summary -- Further Reading -- Chapter 8: Marketing of Services -- Specific Characteristics of Business Services -- Marketing Implications of Services Characteristics -- Productizing Services -- Digitizing Services -- After the Sale -- Summary -- Further Reading -- Chapter 9: Pricing Strategy for Business Markets -- The Economists' View of Price -- The Marketer's View of Price -- The Firm's Costs -- The Firm's Customers -- The Firm's Competitors -- Pricing Situations -- Demand Concepts.
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| 505 |
8 |
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|a Value/Quality/Price Relationships -- Pricing the Product Line -- Pricing when Distributors are Involved -- Special Issues -- Summary -- Further Reading -- Chapter 10: E-Business Marketing -- Electronic Communications and Applications -- The Business Marketing Implications of E-Business -- Pricing Implication -- Developments of E-Business -- Summary -- Further Reading -- Chapter 11: Business Marketing Communication: Personal Selling -- An Overview of Communication -- The Methods of Business Communication -- The Role of the Salesperson -- Understanding the Selling Situation.
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| 590 |
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
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| 650 |
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0 |
|a Marketing
|x Management.
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| 650 |
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|a Sales management.
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| 650 |
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0 |
|a Marketing.
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| 650 |
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2 |
|a Marketing
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| 650 |
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6 |
|a Marketing
|x Gestion.
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| 650 |
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6 |
|a Ventes
|x Gestion.
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| 650 |
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6 |
|a Marketing.
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| 650 |
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|a marketing.
|2 aat
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| 650 |
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|a Marketing
|2 fast
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| 650 |
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|a Marketing
|x Management
|2 fast
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| 650 |
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7 |
|a Sales management
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| 700 |
1 |
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|a Hayes, H. Michael.
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| 700 |
1 |
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|a Smith, David E.
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| 776 |
0 |
8 |
|i Print version:
|a Jenster, Per V.
|t Managing business marketing & sales.
|b 1. ed.
|d [Frederiksberg, Denmark] : Copenhagen Business School Press, 2005
|w (OCoLC)62140630
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