INDUSTRIAL MARKETING: Text and Cases Information Center: Table of Contents


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INDUSTRIAL MARKETING: Text and Cases, 2/e

KRISHNA K HAVALDAR, Professor, Alliance Business Academy, Bangalore

1. The nature of Industrial Marketing
2. Understanding Industrial Markets and Environment
3. The Nature of Industrial Buying and Buying Behaviour
4. Buyer-seller Relationship
5. Industrial Marketing Intelligence and Marketing Research
6. Industrial Market Segmentation, Target Marketing, and Positioning
7. Product Strategy and new product Development
8. Industrial Distribution Channels and Marketing Logistics
9. Managing the personal Selling function
10. Industrial Communication: Advertising, Sales Promotion Publicity and Direct Marketing
11. Industrial Pricing Strategies and Policies
12. Strategic Planning, Implementing and Controlling in Industrial Marketing
13. Business-to-Business (Industrial) Marketing through Electronic Commerce
14. International Industrial Marketing

CASE STUDIES:
1. Metal Products India Ltd
2. Star Engineering Co. Ltd
3. Star Material Handling Co. Ltd
4. Precision Steel Tubes Ltd
5. Sigma Telecom Company
6. Plastic Technologies (India) Ltd
7. Alfa Networks
8. ROBO KNON
9. Shah and Company – New Training package for sales personnel
10. Electrical Equipment Ltd
11. Saragam Aluminium Ltd
12. Hindustan Engineering and Automotive products Ltd

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