Using a hands-on approach, this text offers coverage of the environmental, organizational and managerial variables marketers face in business-to-business markets. Drawing on the literature in the field, and his own experiences, Eckles covers the operations, unique factors, and complexities involved in the marketing of business products and services to organizational customers. The text includes discussions of such topics as buyer-seller relations, database marketing, desktop publishing, channel aids, marketing research, sales forecasting, targetting, international services, pricing strategies and promotional strategies as they relate to personal selling, sales management, trade shows, advertising, public relations, direct marketing, telemarketing and sales promotion. It also includes coverage of "marketing warfare". The text includes case studies, and end-of-chapter exercises and questions.
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Book Description Prentice-Hall, 1989. Book Condition: Poor. Highlighter markings throughout.This book has hardback covers.Ex-library,With usual stamps and markings,In poor condition, suitable as a reading copy.No dust jacket. Bookseller Inventory # 3007924
Book Description Prentice-Hall, 1989. Hardcover. Book Condition: Good. All orders are dispatched the following working day from our UK warehouse. Established in 2004, we have over 500,000 books in stock. No quibble refund if not completely satisfied. Bookseller Inventory # mon0002457736
Book Description Prentice Hall College Div. Hardcover. Book Condition: GOOD. Gently used may contain ex-library markings, possibly has some minor highlighting, textual notations, and or underlining. Text is still easily readable. Bookseller Inventory # 2583966344
Book Description Book Condition: Very Good. Book Condition: Very Good. Bookseller Inventory # 97801310539603.0
Book Description Prentice Hall College Div, 1990. Hardcover. Book Condition: Used: Very Good. Bookseller Inventory # SONG0131053965
Book Description Prentice Hall College Div, 1990. Hardcover. Book Condition: Good. Good condition, some are ex-library and can have markings. Bookseller Inventory # GD-200-56-7813107
Book Description Prentice Hall College Div, 1990. Hardcover. Book Condition: As New. Like new condition. Bookseller Inventory # XX-200-56-7813107