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Business marketing: a global perspective / H. Michael Hayes, Per V. Jenster and Nils-Erik Aaby

By: Hayes, Michael HContributor(s): Jenster, V. Per | Aaby, Erik-NilsMaterial type: TextTextPublisher: Chicago: Irwin Press, c1996Description: xvii, 342 p.: ill 23cmISBN: 0256205353Subject(s): MarketingLOC classification: HD5415.1263.H33
Contents:
Contents: An Overview of business marketing -- Marketing strategy and planning -- How organizations buy -- Strategic analysis of an industry -- Business marketing intelligence: Analysis and tools -- Selecting business markets -- Business product management -- Pricing for business markets -- Communicating with business customers: Personal selling -- Communicating with business customers: Beyond personal selling -- Business distribution management -- A Collection of 24 cases.
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HD5415.1263.H33 (Browse shelf) Available 1584/12

Includes index.

Contents: An Overview of business marketing -- Marketing strategy and planning -- How organizations buy -- Strategic analysis of an industry -- Business marketing intelligence: Analysis and tools -- Selecting business markets -- Business product management -- Pricing for business markets -- Communicating with business customers: Personal selling -- Communicating with business customers: Beyond personal selling -- Business distribution management -- A Collection of 24 cases.

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