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Industrial Marketing Strategy
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Industrial Marketing Strategy Paperback - 1995 - 3rd Edition

by Frederick E. Webster; Webster; F. Webster

Praised by critics as "the best textbook on industrial marketing yet", this modern classic shows managers and executives in industrial firms how to develop customer-focused, market-driven strategies. This new paperback version contains new sections on product development, national account management, customer service, information technology, and pricing signaling.


From the publisher

3rd Edition

First line

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From the rear cover

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

Industrial Marketing Strategy

Widely regarded as a classic text in the field, Industrial Marketing Strategy, Third Edition shows you, as a practicing manager, how to develop the marketing strategies your business needs to succeed in a rapidly evolving global marketplace. This important book covers:

  • The basic concepts of customer analysis, buying behavior, buyer-seller relationships, market segmentation and targeting, and positioning
  • Proven, concrete, strategic management techniques--rather than a rote enumeration of the functions and institutions of industrial marketing
  • Guidelines for implementing the value proposition through distribution and marketing communications
  • The role of marketing in the broader context of business and corporate-level strategic planning
  • Special sections on product development, national account management, customer service, information technology, and price signaling

Details

  • Title Industrial Marketing Strategy
  • Author Frederick E. Webster; Webster; F. Webster
  • Binding Paperback
  • Edition number 3rd
  • Edition 3
  • Pages 384
  • Volumes 1
  • Language ENG
  • Publisher John Wiley & Sons, New York
  • Date 1995-05-01
  • ISBN 9780471119890 / 047111989X
  • Weight 1.11 lbs (0.50 kg)
  • Dimensions 9.01 x 6.07 x 1.06 in (22.89 x 15.42 x 2.69 cm)
  • Library of Congress Catalog Number 90-21501
  • Dewey Decimal Code 658.8

About the author

FREDERICK E. WEBSTER, Jr., is Charles Henry Jones Third Century Professor of Management at the Amos Tuck School of Business Administration at Dartmouth College. An active consultant for many leading firms throughout the United States and abroad, he is also the author of Market-Driven Management: Using the New Marketing Concept to Create a Customer-Oriented Company (Wiley), among other publications. He is also a trustee of the Marketing Science Institute and a past director of the American Marketing Association.
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Industrial Marketing Strategy
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Industrial Marketing Strategy

by Webster, Frederick E., Webster, Frederick E., Jr

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Industrial Marketing Strategy, 3rd Edition: Third Edition [Paperback] Webster Jr., Frederick E
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Industrial Marketing Strategy, 3rd Edition: Third Edition [Paperback] Webster Jr., Frederick E

by Frederick E. Webster, Jr.

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Industrial Marketing Strategy
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Industrial Marketing Strategy

by Webster, Frederick E., Webster, Frederick E., Jr

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Industrial Marketing Strategy, 3rd Edition: Third Edition
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Industrial Marketing Strategy, 3rd Edition: Third Edition

by Frederick E. Webster Jr.

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Industrial Marketing Strategy
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Industrial Marketing Strategy

by Webster, Frederick E., Webster, Frederick E., Jr

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Industrial Marketing Strategy

Industrial Marketing Strategy

by Webster, Frederick E., Jr.

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Industrial Marketing Strategy

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New. Develop customer-focused, market-driven strategies for today's competitive marketplace...Industrial Marketing Strategy Widely regarded as a classic text in the field, Industrial Marketing Strategy, Third Edition shows you, as a practicing manager, how to develop the marketing strategies your business needs to succeed in a rapidly evolving global marketplace. This important book covers: * The basic concepts of customer analysis, buying behavior, buyer-seller relationships, market segmentation and targeting, and positioning * Proven, concrete, strategic management techniques-rather than a rote enumeration of the functions and institutions of industrial marketing * Guidelines for implementing the value proposition through distribution and marketing communications * The role of marketing in the broader context of business and corporate-level strategic planning * Special sections on product development, national account management, customer service, information technology, and price signaling
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$12.90 shipping to USA
Industrial Marketing Strategy
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Industrial Marketing Strategy

by Webster Jr., Frederick E.

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ISBN 10 / ISBN 13
9780471119890 / 047111989X
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Industrial Marketing Strategy
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Paperback / softback. New. Written from the marketing manager's perspective, this revised and updated text covers new concepts, materials and examples from such areas as sales management, buyer behaviour, buyer-seller interaction, channel strategy and marketing communications.
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