TY  - BOOK
AU  - Dwyer,F.Robert
AU  - Tanner,John F.
TI  - Business marketing: connecting strategy, relationships, and learning 
SN  - 0256221332 (alk. paper)
SN  - 978025622
AV  - HF5415 .D92 
PY  - 1999///
CY  - Boston
PB  - Irwin/McGraw-Hill
KW  - Marketing
N1  - Includes bibliographical references and index;  	Introduction to business marketing; the character of business marketing; purchasing and materials management; organizational buyer behaviour; market opportunities - current and potential customers; marketing strategy; weaving marketing into the fabric of the firm; developing and managing products - what do customers want?; business marketing channels - partnerships for customer service; intregrating marketing communications; communicating with the market - advertising, public relations and trade shows; IMC -the one-to-one media; sales and sales management; pricing and negotiating for value; evaluating marketing efforts; customer retention and maximization; the future of business marketing -globalization, technology and career trends
ER  -