TY  - BOOK
AU  - Dwyer,F.Robert
AU  - Tanner,John F.
TI  - Business marketing :connecting strategy, relationships, and learning.
SN  - 0072865784 (alk. paper)
AV  - HF5415 .D92 2006
U1  - 658.8 22
PY  - 2006///
CY  - Boston, Mass.
PB  - McGraw-Hill
KW  - Marketing
N1  - Includes bibliographical references (p. 652-660) and index; Contents: Business markets and business marketing: Introduction to business marketing -- The Character of busines marketing -- The Purchasing function -- Organizational buyer behavior -- Foundations for creating value: Market opportunities: current and potential customers -- Marketing strategy -- Weaving marketing into the fabric of the firm -- Business marketing programming: Developing and managing products: what do customers want? -- Business marketing channels: partnerships for customer service -- Creating customer dialogue -- Communicating via advertising, trade shows and PR -- The Ono-to-one media -- Sales and sales management -- Pricing and negotiating for value -- Managing programs and customers: Evaluating marketing efforts -- Customer retention and maximization
UR  - http://www.loc.gov/catdir/enhancements/fy0618/2004058191-d.html
UR  - http://www.loc.gov/catdir/enhancements/fy0618/2004058191-t.html
ER  -