Publication Type

Journal Article

Publication Date

3-2008

Abstract

Some companies think that offering deep discounts to buyers is the only way to sell their products in business markets. The authors propose a better way.

Keywords

Sale management, industrial marketing, customer relations, market pricing, competition

Discipline

Marketing | Sales and Merchandising

Research Areas

Marketing

Publication

Business Strategy Review

Volume

19

Issue

1

First Page

48

Last Page

53

ISSN

0955-6419

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

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