By Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger
Marketing and imposing large-volume orders and significant tasks demands particular kinds of services. This textbook offers with the entire administration projects concerned: order administration, inquiry overview and inspiration practise, pricing and profit making plans, order financing and fiscal engineering, agreement administration, negotiation administration, undertaking administration, and eventually venture cooperation. Adopting a cross-sector point of view, it examines either conventional production industries and business-to-business providers. All contributions are awarded in an obtainable sort, making the ebook well-suited as either a managerial textbook and worthwhile functional consultant.
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Extra info for Business Project Management and Marketing: Mastering Business Markets
41). Then alternatives must be found. Product management makes products into the starting point for the formation of organizations and also plays an outstanding role in the consumer goods sector for the management of markets (Kotler et al. 2007, p. 1148; Wichman 1984, p. ). Regions and country markets then become relevant for the organizational structure when businesses expand regionally or even internationally (K€ohler 1995, Col. 1644). If a supplier decides on a differentiated Order Management 37 processing of its markets depending on the characteristics of certain market segments, then the summary of resources is obvious especially for the processing of this customer group (Meffert 1992).
Evans 1963; Schoch 1969; Crosby et al. 1990). In doing so the construct ‘similarity’ can be absolutely considered differentiated. In general similarities at the individual and at the organizational level must be distinguished. At the level of individuals a further distinction can be made between the following types of similarity: • status-related similarities, • similarities in external appearance and • lifestyle similarities. 30 F. Jacob It appears to be trust fostering if the similarity in these dimensions is highly pronounced as possible between dedicated contact partners on the provider and customer sides.
If the customer does not have his say then no activation takes place on his side. Activation is, however, a necessary requirement of learning. If the customer does not speak himself then the danger exists that he will forget the discussion and the discussion partner again very quickly. The seller should therefore activate—in some cases yes/no questions—even very reticent partners from the beginning on via questions. Business Negotiations The discussion content, which more easily points at the atmosphere, follows what is termed in German as the ‘Verhandlung’ or in English as the negotiation.
Business Project Management and Marketing: Mastering Business Markets by Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger