Industrial Marketing Strategy (3 Rev ed)

This updated edition of an industrial marketing text, while emphasizing the uniqueness of industrial marketing, focuses on the applicability of basic marketing management concepts to the special problems of the industrial marketer.

The text has been revised to include new material, concepts and examples in such areas as sales management, buyer behaviour, buyer-seller interaction, channel strategy and management and marketing communication.

New sections have been included on product development, national account management, customer service, information technology and price signalling.