Business Market Management (B2B): Understanding, Creating and Delivering Value, 3e
The third edition of this text retains the framework for understanding, delivering and creating value that was established in the first edition, giving the readers a framework for understanding the topic.
Not in Stock. Ships in: 4-6 weeks
Details
Business Market Management (B2B): Understanding, Creating and Delivering Value, 3e
Anderson builds the book around a framework of understanding, creating and delivering value.The third edition of this text retains the framework for understanding, delivering and creating value that was established in the first edition, giving the readers a framework for understanding the topic. Viewed from an international perspective-rather than a purely American one-Business Market Management draws upon best business practices, allowing readers to understand cultural and regional differences. Topics include: market sensing, understanding firms as customers, crafting market strategy, managing market offerings, business channel management, gaining customers and sustaining reseller and customer relationships.
Features:
- Crafting Marketing Strategy
- Managing Market Offerings
- Managing Customers
- Regard Value as the Cornerstone
- Focus on Business Market Processes
- Stress Doing Business across Borders
- Accentuate Working Relationships and Business Networks
Contents:
Section I: Introduction and Overview
1. Business Market Management: Guiding Principles
Section II: Understanding Value
2. Market Sensing: Generating and Using Knowledge about the Market
3. Understanding Firms as Customers
4. Crafting Market Strategy
Section III: Creating Value
5. Managing Market Offerings
6. New Offering Realization
7. Business Channel ManagementSection IV: Delivering Value
8. Gaining New Business
9. Sustaining Reseller Partnerships
10. Managing Customers
| Book | |
|---|---|
| Author | Anderson/Seshadri |
| Pages | 496 |
| Year | 2010 |
| ISBN | 9788131731635 |
| Publisher | Pearson |
| Language | English |
| Uncategorized | |
| Edition | 3/e |
| Weight | 627 g |
| Dimensions | 20.3 x 25.4 x 4.7 cm |
| Binding | Paperback |