Industrial Marketing Management HB :: FREE Shipping

Industrial Marketing Management HB :: FREE Shipping

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Item Description

Industrial Marketing Management HB
Industrial Marketing Management HB
Industrial Marketing Management
  • Hardback book by Michael D. Hutt and Thomas W. Speh
  • Over 460 pages
  • The Dryden Press
  • Copyright © 1981 by CBS COLLEGE PUBLISHING

Summary of Contents include:

" PART I. THE ENVIRONMENT OF INDUSTRIAL MARKETING

Chapter 1. An Industrial Marketing Perspective

Chapter 2. The Industrial Market: Perspectives on the Organizational Buyer

PART II. THE ORGANIZATIONAL BUYING PROCESS

Chapter 3. Dimensions of Organizational Buying

Chapter 4. Organizational Buying Behavior

PART III. ASSESSING MARKET OPPORTUNITIES

Chapter 5. Segmenting the Organizational Market

Chapter 6. Organizational Demand Analysis: Measuring Market Potential

Chapter 7. Organizational Demand Analysis: Sales Forecasting

Chapter 8. Industrial Marketing Planning

PART IV. FORMULATING INDUSTRIAL MARKETING STRATEGY

Chapter 9. Managing the Industrial Product Line

Chapter 10. Industrial Marketing Channels: Channel Participants

Chapter 11. Industrial Marketing Channels: Design and Management

Chapter 12. Industrial Marketing Channels: The Logistical Interface

Chapter 13. Managing the Industrial Pricing Function

Chapter 14. Industrial Marketing Communications: Advertising and Sales Promotion

Chapter 15. Industrial Marketing Communications: Personal Selling

PART V. EVALUATING INDUSTRIAL MARKETING STRATEGY AND PERFORMANCE

Chapter 16. Controlling Industrial Marketing Strategies

PART VI. CASES

Caloway Box Company
A.T.&T.
Duralake Plastics, Inc.
Airbus Industrie
The Xerox Store
Modern Plastics (A)
Transairways, Inc.
Hyde-Phillip Chemical Co.
Transcon Parts
The Ajax Pump Company
Westinghouse Canada Limited
APP Company
Virginia Chemicals Advertising
Lectron Corporation

Index "

This book is in very good to excellent condition with minor wear.
No torn or ripped pages.
There are name labels on the inside cover and on the last blank page from the previous owner.
There are names and addresses stamped along the side edges of the pages, mostly visible from the side view.
No other markings or writing.

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