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�Butterworth-Heinemann�s CIM Coursebooks have been designed to match the syllabus and learning outcomes of our new qualifications and should be useful aids in helping students understand the complexities of marketing. The discussion and practical application of theories and concepts, with relevant examples and case studies, should help readers make immediate use of their knowledge and skills gained from the qualifications.�Professor Keith Fletcher, Director of Education, The Chartered Institute of Marketing�Here in Dubai, we have used the Butterworth-Heinemann Coursebooks in their...

The once predictable world of business (B2B) marketing is changing. It is now a complex and challenging environment populated by an increasing number of channels, fast developing technology and the expectation that everything and everyone is accountable. It is characterised by changing buyer behaviours and an emphasis on conversations and connectedness. Despite these complexities and challenges, at the root of business marketing remains the need to find, develop and maintain relationships. Accordingly, this book is anchored to two main principles, namely, generating demand and building...

The once predictable world of business (B2B) marketing is changing. It is now a complex and challenging environment populated by an increasing number of channels, fast developing technology and the expectation that everything and everyone is accountable. It is characterised by changing buyer behaviours and an emphasis on conversations and connectedness. Despite these complexities and challenges, at the root of business marketing remains the need to find, develop and maintain relationships. Accordingly, this book is anchored to two main principles, namely, generating demand and building...