TY  - GEN
AB  - Small and medium manufacturers' attempts to grow their business often produce less-than-desired results due to self-inflicted obstacles and pitfalls that defeat their well-intended efforts. Many do not follow generally accepted basic business practices such as knowing product costs and margins, obtaining strategically useful information about customers, conducting market research to identify prospective customers, and understanding competitors' advantages and disadvantages needed to build effective growth strategies. Their approach to pursuing growth strategies--a.k.a shotgun marketing--is akin to ready, shoot, aim--and often the business' working capital, cash flow, financial ratios, and overall profitability are insufficient to afford the costs of needed sales, marketing, and promotional strategies typically called for to find and develop new customers, markets, and products.
AU  - France, Charles E.
CN  - HF5415.13
CY  - [New York, N.Y.] (222 East 46th Street, New York, NY 10017) :
DA  - 2013.
ET  - 1st ed.
ID  - 841213
KW  - Small business marketing.
KW  - Industrial marketing.
KW  - B2B sales
KW  - B2B marketing
KW  - B2B strategy
KW  - B2B customer
KW  - product, and market development
KW  - B2B small business
KW  - B2B strategic planning
KW  - B2B sales planning
KW  - B2B marketing research
KW  - B2B new product development
KW  - B2B growth planning
KW  - B2B marketing and sales
KW  - manufacturing marketing and sales
KW  - manufacturing marketing strategy
KW  - manufacturing growth strategy
LK  - https://univsouthin.idm.oclc.org/login?url=https://ebookcentral.proquest.com/lib/usiricelib-ebooks/detail.action?docID=1192391
N1  - Part of: 2013 digital library.
N2  - Small and medium manufacturers' attempts to grow their business often produce less-than-desired results due to self-inflicted obstacles and pitfalls that defeat their well-intended efforts. Many do not follow generally accepted basic business practices such as knowing product costs and margins, obtaining strategically useful information about customers, conducting market research to identify prospective customers, and understanding competitors' advantages and disadvantages needed to build effective growth strategies. Their approach to pursuing growth strategies--a.k.a shotgun marketing--is akin to ready, shoot, aim--and often the business' working capital, cash flow, financial ratios, and overall profitability are insufficient to afford the costs of needed sales, marketing, and promotional strategies typically called for to find and develop new customers, markets, and products.
PB  - Business Expert Press,
PP  - [New York, N.Y.] (222 East 46th Street, New York, NY 10017) :
PY  - 2013.
SN  - 9781606496152 (electronic bk.)
T1  - Marketing strategy for small- to medium-sized manufacturers:a practical guide for generating growth, profit, and sales /
TI  - Marketing strategy for small- to medium-sized manufacturers:a practical guide for generating growth, profit, and sales /
UR  - https://univsouthin.idm.oclc.org/login?url=https://ebookcentral.proquest.com/lib/usiricelib-ebooks/detail.action?docID=1192391
ER  -