Перед вами - полное и исчерпывающее руководство по промышленному маркетингу, описывающее оригинальные, прошедшие проверку практикой, взгляды автора на то, как следует действовать маркетологу на промышленном рынке....

Продавцы и маркетологи знают, как нелегко наладить отношения с новым клиентом, правильно спланировать бюджет и обеспечить постоянный рост продаж. В сфере маркетинга и продаж business-to-business ставки гораздо выше и ответственность гораздо серьезнее....

Книга посвящена решению задач электронной коммерции класса business-to-business (В2В) на основе Microsoft Site Server 3.0 Commerce Edition и с использованием программных средств......

Написанная на основе практического опыта и достоверных фактов, данная книга представляет собой наиболее полное и точное руководство по проведению маркетинговых исследований в сфере В2В....

Учебное пособие знакомит читателя с новым быстро развивающимся направлением маркетинга \"Business to Business\", B2B. В центре внимания нового направления - взаимодействие организаций бизнеса с другими организациями (в том числе с государственными, с институтами в сфере образования, здравоохранения и др....

В учебном пособии рассмотрены теоретические и прикладные аспекты маркетинга на промышленных рынках (b2b), его особенности, детерминированные современным состоянием b2b рынков....

This comprehensive guide reveals the key elements of successful B2B integration and collaborative e-commerce, by highlighting business needs, technologies, and development strategies....

Dan Adams book, New Product Blueprinting, exists for a simple reason: Companies that supply other businesses not end-consumers generally have product development processes that are seriously out of date. The author points out that most B2B and B2C companies rely on the same books, conferences and experts to improve their new product development....

The rapid development of B2B e-marketing shows that the Internet is not just a new place to do business but constitutes a whole new method and model for commerce. Compared to the unpredictability of the B2C sector, B2B has emerged as the most solid and fertile area of e-marketing....

B2B presents the first definitive blueprint for creating a profitable business-to-business e-commerce strategy. Showcasing successful initiatives designed by industry leaders such as Cisco Systems and Dell Computer, as well as lesser-known trailblazers such as VerticalNet and eCredit....

The only 100% B2B-focused guide to high-profit, low-cost digital marketing! Finally, there’s a comprehensive guide to digital marketing specifically for B2B companies. In B2B Digital Marketing, Michael Miller thoroughly explains how to use each leading digital marketing vehicle to successfully market any product or service to your target companies....

This study examines the impact of sport sponsorship on consumer perception and the way in which it impacts on the relationship with the customer in a business-to-business (b2b) situation. The potential to enhance or change brand image and increase awareness through sport sponsorship is well recognised....

Dieses Buch informiert den Leser uber die wachsende Bedeutung der Kundenzeitschrift im B2B-Bereich. Die Entwicklung und Bedeutung des Corporate Publishing wird am Beispiel des Bauunternehmens der Koster AG prasentiert, welches im B2B-Bereich tatig ist. Die Arbeit ist in drei Hauptteile unterteilt. Im ersten Teil dieser Arbeit sind die ?...

Business-to-business (B2B) integration is a buzzword which has been used a lot in recent years, with a variety of meanings....

The B2B Agenda lays out the dominant issues facing companies operating in business-to-business markets that are being reshaped by commoditization, innovation, global growth, new rivals and shifting buying behaviors, along with their implications and priorities for B2B marketing....

B2B Sales & Marketing faces an existential crisis. Most business owners and senior executives sense this intuitively. Many recognize it explicitly. Yet remarkably few have a clear strategy to adapt. Most B2B companies respond by increasing the intensity of their traditional direct sales approach – augmented by traditional marketing....

Social media is changing the way people think about marketing. It\'s much more than pushing out the same content through new channels. The biggest shift is that communications is now bi-directional; you can (and must) listen to your customers rather than just talking to (at) them....

Книга \"Эра умных продаж на рынке b2b\" - книга о технологии продаж в профессиональном секторе. На страницах книги автор предпринял попытку описать систему профессиональных продаж как последовательность технологических операций, освоив которые менеджеры по продажам добьются высоких результатов в своей деятельности....

A practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management, Creating the Strategy is aimed at managers wanting to structure their organizations around the acquiring and retaining of customers in B2B markets....

Learn to take full advantage of search and social media for B2B marketingBusiness-to-business marketers have been slow to enter the online marketing arena, but now that the impact of search and social media marketing in the consumer marketplace is clearly documented, B2B marketers are ready for a complete guide to making the most of the medium....

Patrick Henry Hansen\'s Power Prospecting draws on some of history\'s most compelling moments to teach modern prospecting principles--Aristotle\'s banishment from Plato\'s Academy, Robert Bruce\'s victory at the battle of Bannockburn, mountain man John Colter\'s miraculous escape from Blackfeet Indians, and more....

О книге Реальный многолетний опыт продаж B2B, обобщенный в емкой иллюстрированной книге. Эта книга - понятное иллюстрированное пособие по продажам B2B, основанное на двадцатилетнем опыте автора....

The study critically reviews literature on postmodernity and its implication on marketing, business-to-business marketing approaches and implications of postmodernity on it, sustainability and processes of entering market. The study is limited to engineering and manufacturing industry in South Wales region....

The B2B marketplace is going through a major transformation. Both existing and new players are experimenting with new marketing solutions as they lack a seamless flow of information among customers, suppliers and their employees. One of the most important concern for marketing managers of today is the way business organisations purchase products....

This book is the result of intensive research in the field of B2B services sector in the Middle East. The book is unique in its content as no similar research work published on this topic is available so far. Data has been analyzed using the best methods and the results have been presented in a lucid manner, making it easy to understand....

Exploring the appropriate framework for flexible integration of services in B2B networks is challenging. Efficient data sharing requires a combination of techniques that utilizes the ubiquitous nature of SOA and data-driven interaction pattern provided by publish/subscribe....

The book defines the phenomenon of globalization, defining the changes that have occurred to firms because of globalization and notes that it is an inevitable process which must involve all businesses if they want to survive indicating how globalization affects business....

Providing superior customer value is crucial to many business organisations. This book is intended to benefit both the marketer and researcher in identifying how a Web-based virtual network organisation (VNO) can successfully create and deliver superior customer value to client organisations in real-time....

Hermann Simon's books about German Hidden Champions (HC) provide empirical evidence on Paul Krugman's theory of international trade and economic geography (Nobel Prize winner in 2008), including ideas of Edward Chamberlin, Joseph Schumpeter, and Erich Gutenberg....

About the Book : The B2B marketplace in Indian Information Technology sector is going through a transformation. Both existing and new players are experimenting with new purchasing solutions through internet as they lack a seamless flow of information among customers, suppliers and their employees....

Это книга для тех, кто хочет управлять своей жизнью, достигать целей и выполнять планы продаж. Из этой книги вы узнаете о пошаговой системе продаж в секторе B2B и об управлении эмоциональным счетом клиента. В основе системы лежат навыки выстраивания......

В условиях сложившейся в последнее время на мировом рынке экономической ситуации, наряду с потребительскими, возрастает роль деловых рынков (рынков B2B). Это приводит к значительному повышению конкуренции среди компаний, функционирующих на данном рынке....

The book titled “A Marketing study of factors affecting the B2B buyer behaviour in LED Lighting” has significant importance as the LED lighting industry is one of the strongest growth industries in the energy sector acting as an enabler in reduction of carbon footprint by being a catalyst of change in fight against climate change....

B2B-продажи требуют от менеджера особых навыков и индивидуального подхода к своим клиентам. В этой книге собраны избранные практики и инструменты, которые помогут выстроить эффективную систему продаж с учетом специфики и особенностей рынка B2B.......

Strategic pricing is a game-changing process for business-to-business pricing in today's highly competitive global markets.It continues to have a significant, positive impact on the profitability of companies that have embraced and employed it effectively....

Книга, которую вы держите в руках — квинтэссенция моего опыта, как продавца, переговорщика и тренера по крупным и экспертным продажам в секторе B2B. Для простоты восприятия и удобства навигации для читателей материалы собраны в формате......

The Case Study method has been widely accepted as a pedagogy in management schools all over the world. It gives a practical exposure to students and helps them in applying various management tools and techniques to offer possible solutions....

The Digital Age has brought with it a host of marketing and sales tools. When these tools were still new, they were remarkably successful, but today, e-marketing campaigns are no longer generating the cut-through they once enjoyed....

The world is driven by emotions and although emotions are of major importance in our daily life, they still have not enjoyed the status they deserve in academic discussions. The role of emotions is very interesting and important in business-to-business marketing because emotions influence people in many different ways....

B2B eMarketplaces are generally seen to bring various benefits to their participants in terms of cost reduction, efficiency gains, simplification of business processes, improvement of information flows and more. However, particularly SMEs still remain hesitant with regards to trading on eMarketplaces....

Revision with unchanged content. This study examines the impact of sport sponsorship on consumer perception and the way in which it impacts on the relationship with the customer in a business-to-business (b2b) situation. The potential to enhance or change brand image and increase awareness through sport sponsorship is well recognised....

Don't hack your way around the sales cycle! A successful career in B2B software, hardware or services sales is challenging and requires many things: great people skills, a dynamic attitude, and robust negotiating talents. But it requires more than that....

For the first time in book form, "B2B Customer Insight: The Proven Path to Growth,"will reveal how customer insight surveys tailored to B2B relationships generatesignificant strategic data; data that, when properly applied, enables companymanagement to expand their share of existing markets as well as successfully penetratenew ones....

Value is in the eye of the beholder. Do your customers see your value?Business buyers barraged with a ceaseless, deafening cacophony of banal marketing-speak learn to focus exclusively on information that is directly relevant to them right now....

Social media is changing the way people think about marketing. It's much more than pushing out the same content through new channels. The biggest shift is that communications is now bi-directional; you can (and must) listen to your customers rather than just talking to (at) them....

Want to leverage the power of LinkedIn to fill in your sales pipeline with high-quality B2B leads without spamming people and paying for ads?This book will be your best investment this year....

For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like between these two countries....

Книга "Beschwerdemanagement im B2B-Bereich. Eine empirische Erhebung in modernen Technologieunternehmen". ...

Книга "Developing B2B Social Communities. Keys to Growth, Innovation, and Customer Loyalty". ...

LinkedIn is the world's largest professional network platform. With over 500 million professionally-connected members, this is a giant opportunity for your Business-to-Business (B2B) marketing. This book guides you on how to use LinkedIn B2B marketing to generate qualified prospects and obtain clients....