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100   $a20051024d2005      uy             0
101 0 $aeng
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182   $cc
183   $acr
200 10$aManaging business marketing & sales$b[electronic resource] $ean international perspective /$fPer V. Jenster, H. Michael Hayes, & David E. Smith
205   $a1. ed.
210   $a[Frederiksberg, Denmark] $cCopenhagen Business School Press$d2005
215   $a1 online resource (299 p.)
300   $aIncludes bibliographical references.
311   $a87-630-0147-0 
327   $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""
327   $a""Strategy at Three Levels""""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""
327   $a""Chapter 5: Business Marketing Intelligence: Analysis and Tools""""Intelligence and Information""; ""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""
327   $a""The Concept of Product""""The Product Line""; ""Buyer-Seller Relations: A Key Contextual Element""; ""The Role of Quality""; ""Product/Market Choices""; ""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""
327   $a""The Economistsa??? View of Price""""The Marketera???s View of Price""; ""The Firma???s Costs""; ""The Firma???s Customers""; ""The Firma???s Competitors""; ""Pricing Situations""; ""Demand Concepts""; ""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""
327   $a""Chapter 11: Business Marketing Communication: Personal Selling""
517 3 $aManaging business marketing and sales
606   $aMarketing$xManagement
606   $aSales management
606   $aMarketing planning & strategy
608   $aElectronic books.
615  0$aMarketing$xManagement.
615  0$aSales management.
615  0$aMarketing planning & strategy.
700   $aJenster$b Per V$0850326
701   $aHayes$b H. Michael$0910997
701   $aSmith$b David E$0148124
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910460451803321
996   $aManaging business marketing & sales$92039240
997   $aUNINA