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Philip G. Duffy Business to Business Marketing : Philip G. Duffy : Vision Books : Book (ISBN: 817094158X)
A.F.C. Da Silva
Pages: 204
Price: Rs. 145
Format: Paperback
ISBN13/10: / 817094158X
Availability: Yes
Latest Print in 1994
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Business to business, or B to B marketing involves selling products and services to organizations for their own use, for producing other products, or for resale. Since an organization rather than an individual is the buyer, business to business managers are confronted with special challenges from derived, fluctuating or inelastic demand and long negotiation periods to after-sale service, multiple buying influences and geographic concentration.

Business to Business Marketing is one of the first books of its kind that shows the B to B manager how to put expert theory into practice in an easy-to-read volume and offers solutions to the challenges marketing practitioners face virtually every day.

Success for the B to B marketer is determined by careful management and attention to detail. Business to Business Marketing guides to marketer through all aspects of this unique marketing and selling process, including how to:

  • Design an information system that supports the company's specific needs

  • Bring the product to the customer

  • Know the competitors' strengths and weaknesses

  • Maintain communication and confidence between distribution channels

  • Forecast a company's sales

  • Ensure balanced coverage in call report procedures

  • Plan a company's direction

  • Make sales compensation reviews on a continual basis

  • Monitor marketing costs

  • Review the expense budget

  • Review the audit.

Business to Business Marketing is not a book on theory. It is a book that deals with daily challenges and shows the marketer how problems can not only be managed, but perhaps even solved completely.

Philip G. Duffy

Philip G. Duffy, with degrees in engineering from Worcester Polytechnic Institute and marketing from Temple University, U.S.A., has served as Business Services Manager for The Foxboro Company, Marketing Manager for Fairbanks Morse Scales and Corporate Planning Manager for Dc Laval Turbine, Inc. He has also been an active conference speaker on marketing for several major trade and professional associations. Mr. Duffy, having been on the adjunct faculty at several business colleges, teaches marketing courses at Stonehill College in North Easton, Massachusetts, U.S.A.

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