Business Marketing Face to Face

“Beware! Your view of B2B marketing will be quite different after reading this book. Chris & Scot provoke your thinking and stimulate questions in this important area of marketing.”Peter Williams CEng, Chartered Marketer, Senior Lecturer, Leeds Business School

• Acknowledgements; An Introduction to Business Marketing; Business Products and Services; Organisational Buying Behaviour; Relationship Marketing; Strategy: Segmentation, Positioning and Pricing; Marketing Channels; Supply Chains, Channel Structures and Networks; Managing B2B Relationships; Principles of Business Marketing Communications; The Business Marketing Communications Mix ; Personal Selling and Key Account Management; Index