| Industrial Marketing Management Hardback book by Michael D. Hutt and Thomas W. Speh Over 460 pages The Dryden Press Copyright © 1981 by CBS COLLEGE PUBLISHING Summary of Contents include: " PART I. THE ENVIRONMENT OF INDUSTRIAL MARKETING Chapter 1. An Industrial Marketing Perspective Chapter 2. The Industrial Market: Perspectives on the Organizational Buyer PART II. THE ORGANIZATIONAL BUYING PROCESS Chapter 3. Dimensions of Organizational Buying Chapter 4. Organizational Buying Behavior PART III. ASSESSING MARKET OPPORTUNITIES Chapter 5. Segmenting the Organizational Market Chapter 6. Organizational Demand Analysis: Measuring Market Potential Chapter 7. Organizational Demand Analysis: Sales Forecasting Chapter 8. Industrial Marketing Planning PART IV. FORMULATING INDUSTRIAL MARKETING STRATEGY Chapter 9. Managing the Industrial Product Line Chapter 10. Industrial Marketing Channels: Channel Participants Chapter 11. Industrial Marketing Channels: Design and Management Chapter 12. Industrial Marketing Channels: The Logistical Interface Chapter 13. Managing the Industrial Pricing Function Chapter 14. Industrial Marketing Communications: Advertising and Sales Promotion Chapter 15. Industrial Marketing Communications: Personal Selling PART V. EVALUATING INDUSTRIAL MARKETING STRATEGY AND PERFORMANCE Chapter 16. Controlling Industrial Marketing Strategies PART VI. CASES Caloway Box Company
A.T.&T.
Duralake Plastics, Inc.
Airbus Industrie
The Xerox Store
Modern Plastics (A)
Transairways, Inc.
Hyde-Phillip Chemical Co.
Transcon Parts
The Ajax Pump Company
Westinghouse Canada Limited
APP Company
Virginia Chemicals Advertising
Lectron Corporation Index " This book is in very good to excellent condition with minor wear.
No torn or ripped pages.
There are name labels on the inside cover and on the last blank page from the previous owner.
There are names and addresses stamped along the side edges of the pages, mostly visible from the side view.
No other markings or writing. | 
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