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.
- ISBN10 0471617032
- ISBN13 9780471617037
- Publish Date 16 May 1991 (first published 1 March 1979)
- Publish Status Out of Stock
- Out of Print 8 October 2008
- Publish Country US
- Imprint John Wiley & Sons Inc
- Edition 3rd Revised edition
- Format Hardcover
- Pages 380
- Language English