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Rethinking Business to Business Marketing

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ISBN-10: 0029286158

ISBN-13: 9780029286159

Edition: N/A

Authors: Paul Sherlock, Tom Peters

List price: $27.95
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Description:

It is often said that business-to-business purchasing decisions, unlike consumer spending, are based on a rational analysis of specifications. This book argues that a valuing image which knowledge merely serves to rationalize, lies behind most industrial customers' decisions, and it is on this that sellers should concentrate.
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Book details

List price: $27.95
Publisher: Free Press
Binding: Hardcover
Pages: 188
Size: 6.25" wide x 9.50" long x 1.00" tall
Weight: 1.034
Language: English

Tom Peters, public speaker and author, graduated from Cornell University and received a M.B.A. and Ph.D. from Stanford University. He has also received honorary doctorates from the University of San Francisco and Rhodes College. He was in the U. S. Navy during Vietnam and later served as a senior White House drug abuse advisor (1973-74). He worked for McKinsey & Company from 1974 to 1981. He holds about seventy-five seminars a year and has created and starred in a series of corporate training films. He is the co-author of In Search of Excellence: Lessons from America's Best-Run Companies, which was a New York Times bestseller for three years. This book and subsequent titles have become…