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Industrial Marketing Strategy / Frederick E. Webster.

By: Webster, Frederick E.,Jr.
Material type: materialTypeLabelBookPublisher: New Delhi : Wiley, 1991Edition: 3rd ed.Description: 365p.; 23 cm.ISBN: 9780471119890 (pbk.).Subject(s): Industrial Marketing - Management | Industrial Marketing | Industrial Marketing -- ManagementDDC classification: 658.8 Online resources: Publisher Description and Content Page
Contents:
TABLE OF CONTENTS The Nature and Scope of Industrial Marketing. Industrial Procurement and Buying Behavior. Buyer-Seller Relationships. Industrial Market Segmentation, Targeting, and Positioning. Product Strategy and New Product Development. Developing Markets for New Industrial Products. Pricing Strategy. Industrial Distribution Strategy. Managing the Industrial Sales Force. Industrial Marketing Communications. Industrial Marketing Planning. Index.
Summary: Develop customer-focused, market-driven strategies for today'scompetitive marketplace. . . Industrial Marketing Strategy Widely regarded as a classic text in the field, IndustrialMarketing Strategy, Third Edition shows you, as a practicingmanager, how to develop the marketing strategies your businessneeds to succeed in a rapidly evolving global marketplace. Thisimportant book covers: * The basic concepts of customer analysis, buying behavior,buyer-seller relationships, market segmentation and targeting, andpositioning * Proven, concrete, strategic management techniques--rather than arote enumeration of the functions and institutions of industrialmarketing * Guidelines for implementing the value proposition throughdistribution and marketing communications * The role of marketing in the broader context of business andcorporate-level strategic planning * Special sections on product development, national accountmanagement, customer service, information technology, and pricesignaling Taken from the Publisher's Site.
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Item type Current location Call number Status Date due
Monograph Monograph Indian Institute of Management Udaipur
C4/3 		658.8 (Browse shelf) Available

TABLE OF CONTENTS
The Nature and Scope of Industrial Marketing.

Industrial Procurement and Buying Behavior.

Buyer-Seller Relationships.

Industrial Market Segmentation, Targeting, and Positioning.

Product Strategy and New Product Development.

Developing Markets for New Industrial Products.

Pricing Strategy.

Industrial Distribution Strategy.

Managing the Industrial Sales Force.

Industrial Marketing Communications.

Industrial Marketing Planning.

Index.

Develop customer-focused, market-driven strategies for today'scompetitive marketplace. . .

Industrial Marketing Strategy

Widely regarded as a classic text in the field, IndustrialMarketing Strategy, Third Edition shows you, as a practicingmanager, how to develop the marketing strategies your businessneeds to succeed in a rapidly evolving global marketplace. Thisimportant book covers:
* The basic concepts of customer analysis, buying behavior,buyer-seller relationships, market segmentation and targeting, andpositioning
* Proven, concrete, strategic management techniques--rather than arote enumeration of the functions and institutions of industrialmarketing
* Guidelines for implementing the value proposition throughdistribution and marketing communications
* The role of marketing in the broader context of business andcorporate-level strategic planning
* Special sections on product development, national accountmanagement, customer service, information technology, and pricesignaling Taken from the Publisher's Site.

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