Name: Trade Marketing, Category Management, and Shopper Marketing: Organizational Trends in Consumer Goods Marketing and Sales (en Inglés)
Price: 56930.00 CLP
Availability: InStock
Author: René Schmutzler
ISBN: 9783732380107

portada Trade Marketing, Category Management, and Shopper Marketing: Organizational Trends in Consumer Goods Marketing and Sales (en Inglés)

Formato

Libro Físico

Editorial

Whu Publishing

Autor

René Schmutzler

Idioma

Inglés

N° páginas

252

Encuadernación

Tapa Blanda

ISBN13

9783732380107

Trade Marketing, Category Management, and Shopper Marketing: Organizational Trends in Consumer Goods Marketing and Sales (en Inglés)

René Schmutzler (Autor) · Whu Publishing · Tapa Blanda

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Reseña del libro "Trade Marketing, Category Management, and Shopper Marketing: Organizational Trends in Consumer Goods Marketing and Sales (en Inglés)"

Shopper marketing, category management, and trade marketing have ranked high on the agenda of consumer goods manufacturers over the last years. They are key to keeping the interaction with increasingly consolidated retailers on eye-level and move the discussions beyond negotiations of trade terms. Yet, many manufacturers still struggle to successfully implement shopper marketing, category management, and trade marketing as functional units in their marketing and sales organization. René Schmutzler describes how different manufacturers have solved this challenge. He carves out key variables and determinants to be considered in designing the organization. He identifies organizational clusters through qualitative field research. The book closes with a summary of learnings that one consumer goods manufacturer made during the change of its marketing and sales organization. The WHU on Sales - Research Series publishes applied research on selling and sales management. It is targeted at academics, students, and managers interested in sales and marketing research.