TY  - BOOK
AU  - Seshadri, D.V.R.,
AU  - Anderson, James C.,
AU  - Narus, James A.,
AU  - Narayandas, Das,
TI  - Business market management (B2B)
SN  - 9788131731635
PY  - 2012///
PB  - Pearson Education
KW  - HF COMMERCE
KW  - Industrial marketing
KW  - Bibliography MSc - Marketing Management: Account-Based Marketing
N1  - understanding, creating, and delivering value
N2  - Anderson builds the book around a framework of understanding, creating, and delivering value. ; The third edition of this text retains the framework for understanding, delivering, and creating value that was established in the first edition, giving the readers a framework for understanding the topic. ; Viewed from an international perspective-rather than a purely American one-Business Market Management draws upon best business practices, allowing readers to understand cultural and regional differences. Topics include: market sensing, understanding firms as customers, crafting market strategy, managing market offerings, business channel management, gaining customers, and sustaining reseller and customer relationships
ER  -