Business-to-Business Markets: How and Why Organizations Buy.
CREATING AND COMMUNICATING VALUE Chapter 7. General Guidelines for Effective Sales Presentations In sales presentations and demonstrations, salespeople.
Chapter 9 Case Study 5. Background Global, not-for profit trade association in the building industry Providing information for specialized building.
© 2006 McGraw-Hill Companies, Inc., McGraw-Hill/IrwinSlide 6-2 ORGANIZA- TIONAL MARKETS AND BUYER BEHAVIOR C HAPTER.
4-1 Chapter Overview 1. Categories of B-to-B buyers. 2. Business buying center. 3. B-to-B purchasing process. 4. Factors and issues in B-to-B communications.
