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Product Details

ISBN-13: 9788120350052
Publisher: PHI Learning
Publication date: 07/30/2014
Sold by: Barnes & Noble
Format: NOOK Book
File size: 4 MB

About the Author

Milind T. Phadtare, PhD (Marketing Management) is Senior Professor and Dean of the School of General Management at National Institute of Construction Management and Research (NICMAR), Pune. Prior to re-joining NICMAR in 2011, he was the ONGC Chair Professor of Strategic Management and Area Chair of Marketing at Administrative Staff College of India, Hyderabad. He has received the ‘Excellence for Teaching’ award twice from NICMAR; once in 2005 and second time in 2012. He has also published two books and 15 papers in peer reviewed national and international journals. Having fifteen years of industrial experience, Dr. Phadtare is also involved in consulting assignments for many industrial houses.He has conducted more than fifty management development programmes, and also taken sessions in various programmes meant for senior management personnel.

Table of Contents

Preface1. Review of Marketing Fundamentals2. Concept of Industrial Marketing 3. Industrial Marketing Environment 4. Gathering Marketing Intelligence 5. Organisational Buying Behaviour 6. Industrial Market Segmentation, Target Marketing and Positioning 7. Managing Product Mix 8. Managing Price Mix 9. Managing Marketing Channels 10. Managing Promotional Mix 11. Negotiating Sales Deals 12. Key Account Management 13. Marketing Control 14. Marketing Mix for Project Marketing 15. Commonly Used Commercial Clauses 16. Commonly Used Commercial Documents Cases1. Resistance Welders India Limited 2. Compressed Systems India Limited—Adopting Project Marketing 3. EU Tyres 4. Electric Motors India Limited 5. Chapman Variators Private Limited 6. Brown Solar Pumps Limited 7. Inter Air Limited 8. Automated Solutions Private Limited: Doing Business with Government Organisation 9. Electric Motocomp Private Limited10. Protective Coatings India Limited11. Fast Operating Epoxies-Market Potential Analysis Index

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