| Author: | Henke, J. |
| Title: | Strategic selling in the age of modules and systems |
| Journal: | Industrial Marketing Management
2000 : MAY, VOL. 29:3, p. 271-284 |
| Index terms: | INDUSTRIAL MARKETING SELLING MANUFACTURING INDUSTRY |
| Language: | eng |
| Abstract: | Manufacturing industries are looking to their suppliers, with increasing frequency, for modules and systems, not just components. This is particularly true in the automotive industry where the industry's procurement and engineering activities provide lessons about selling modules and systems that can be applied to virtually any other manufacturing industry. These lessons include the need to identify and understand the benefits of modules and systems. |
SCIMA