Anderson, James C., <br/><br/>
Business market management :  understanding, creating, and delivering value / 
James C. Anderson and James A. Narus. 
 - Upper Saddle River, N.J. :  Prentice Hall,  c1999. 
 - xvii, 430 p. :  ill. (some col.) ;  25 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>Business market management: guiding principles<br/>Market sensing: generating and using knowledge about the marketplace<br/>Understanding firms as customers<br/>Crafting market strategy<br/>Managing market offerings<br/>New offering realization<br/>Business channel management<br/>Gaining customers<br/>Sustaining reseller partnerships<br/>Sustaining customer relationships<br/> 
<br/><br/> Business Market Management explores the process of understanding, creating and delivering value to targeted business markets and customers. Relying upon empirical assessment of value in the marketplace, it provides a means of gaining an equitable return on value delivered and enhancing a supplier firm's present and future profitability. This book reflects the principles and practices of the discipline, and, by presenting and conducting management practice research, strives to advance the field. It brings together venerable past thinking and leading-edge thinking to provide a progressive approach to managing business markets 
<br/><br/><br/>eng 
<br/><br/><label>ISBN: </label>0135226570   TZS 35,000/= 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Industrial marketing.
<br/><br/><label>Dewey Class. No.: </label>658.8 AND