Effective Industrial Marketing Norman Hart

ISBN: 9780749411442

Published: in association with the Chartered Institute of Marketing A Professional Development Series title (Marketing Series) title=The CIM Marketing Dictionary, Fifth Edition

Paperback

256 pages


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Effective Industrial Marketing  by  Norman Hart

Effective Industrial Marketing by Norman Hart
in association with the Chartered Institute of Marketing A Professional Development Series title (Marketing Series) title=The CIM Marketing Dictionary, Fifth Edition | Paperback | PDF, EPUB, FB2, DjVu, audiobook, mp3, ZIP | 256 pages | ISBN: 9780749411442 | 7.26 Mb

Industrial (or business-to-business) marketing for many years lived in the shadow of the more publicly-visible consumer marketing, but growing awareness of the specialist techniques needed when selling to business has seen rapid development of theMoreIndustrial (or business-to-business) marketing for many years lived in the shadow of the more publicly-visible consumer marketing, but growing awareness of the specialist techniques needed when selling to business has seen rapid development of the marketing skills required.

Industrial markets have a series of key characteristics which demand special recognition if marketing is to be effectively implemented. For example, industrial marketing typically involves larger value/bigger unit purchases, more technically-complex products, higher buyer risk and longer buy times, more complex decision-making units, closer buyer-seller relationships, and professional purchasers - all of which demand special marketing expertise.



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