Business Market Management. Understanding, creating, and delivering value (Relié)

  • Pearson

  • Paru le : 01/01/2001
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It is time a book on business marketing has value as its cornerstone. Assessment of value in the marketplace is critical to business market management.... > Lire la suite
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It is time a book on business marketing has value as its cornerstone. Assessment of value in the marketplace is critical to business market management. We demonstrate how firms in business markets can gain a comprehensive and an elemental understanding of the worth in monetary terms of the technical, economic, service, and social benefits that their market offerings provide to present and prospective customers. Having superior knowledge of customer requirements and preferences, and what it is worth to fulfill them, should underpin everything the firm does. Our book recounts how a small but growing number of firms in business markets have achieved this knowledge and what superior marketplace performance has resulted from that knowledge.
  • UNDERSTANDING VALUE
    • Market sensing: generating and using knwoledge about the marketplace
    • Understanding firms and customers
    • Crafting market strategy
  • CRETATING VALUE
    • Managing market offerings
    • New offering realization
    • Business channel management
  • DELIVERING VALUE
    • Gaining customers
    • Sustaining reseller partnerships
    • Sustaining customer relationships
  • Date de parution : 01/01/2001
  • Editeur : Pearson
  • ISBN : 0-13-522657-0
  • EAN : 9780135226575
  • Présentation : Relié
  • Nb. de pages : 430 pages
  • Poids : 0.82 Kg
  • Dimensions : 18,5 cm × 24,0 cm × 2,4 cm

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