Industrial Marketing Strategy 3rd Edition Author:Frederick E. Webster 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 evol... more »ving 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