Industrial marketing pdf,lecture notes,ebook download for MBA students


Feb 19, 2015
Student of
Hello MBA students,

This ebook of Industrial marketing management for all management and MBA students. You can easily download this PDF and study. There are few lecture notes that i have on important topics of Industrial marketing management, will also share soon. However, you can comment in the box below if you want some other ebook.

The content in this ebook is as follows:

Industrial marketing management

Basics of Industrial Marketing

Introduction to Industrial Marketing; Industrial versus Consumer Marketing; Industrial Marketing Landscape; Economics of Industrial Demand; Classification of Industrial Customers.

Buying Behaviour

Unique Characteristics of Organizational Procurement; Purchasing in Government Units; Industrial Buying, Behaviour in Indian context; Conceptualization of Buying Behaviour; Stages in Buying.

Inputs to Industrial Marketing

Uncertainty Management in Industrial Marketing; Purchasing Agents in Industrial Buying; Negotiation in Industrial Marketing.

Strategic Planning

Process of Strategic Planning; Macro and Micro Variables Used to Segment Industrial Marketing; Industrial Marketing Strategy in India; Managing the Development of Strategic Planning and McKinsey's 7-s Framework.

Strategy Implementation

Understanding Strategy Formulation and Strategy Implementation; Industrial Marketing Strategy Components; Industrial Marketing Strategy in India; Industrial Marketing Research for New Product Development.

Channel Optimization

Channel Participants; Channel Functions and Dual Channels; Choosing the Right Distributor; Distribution and Manufacturers' Representatives.

Logistics and Marketing Control

Purchasing Practices of Industrial Customers in Indian Context; Marketing Logistics: Physical Distribution and Customer Services; Marketing Control.

Sales Force Planning

Development of Industrial Sales Force; Motivation of Sales Force; Effective Use of Sales Compensation.


Price: A Crucial Element in Product Strategy; The nature of Derived Demand; Industrial Product Pricing in India; Segregation of New Product Cost; Pricing in Industrial Marketing.


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