Construction and Engineering Marketing for Major Product ServicesWiley, 1983 M02 11 - 419 pages A complete guide to construction and engineering marketing that covers the whole field from establishing a marketing plan to pricing to product development. The authors offer many insiders' tips as well as sample forms, contracts, proposals, prequalification questionnaires, and brochures actually used in successful marketing programs. Includes excercise, problems, and assignments. |
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Page 132
... offer and cashed the check . When he later showed up for work at the parent oil company , the board of directors was surprised - he had ac- cepted its offer . He agreed . He had accepted the offer to resign as president of the ...
... offer and cashed the check . When he later showed up for work at the parent oil company , the board of directors was surprised - he had ac- cepted its offer . He agreed . He had accepted the offer to resign as president of the ...
Page 260
... offer . He should not let this offer serve as a basis for further negotia- tion : this should be the final offer . Some negotiators will use time advantageously by keeping one unreason- able point unsettled until the end . The other ...
... offer . He should not let this offer serve as a basis for further negotia- tion : this should be the final offer . Some negotiators will use time advantageously by keeping one unreason- able point unsettled until the end . The other ...
Page 262
... Offer satisfaction as opposed to concessions . 2. Structure the format so that the other side can win too . 3. Make concessions slow- ly and carefully . 4. Lower the expectation level of the other side . 5. Discover all possible ...
... Offer satisfaction as opposed to concessions . 2. Structure the format so that the other side can win too . 3. Make concessions slow- ly and carefully . 4. Lower the expectation level of the other side . 5. Discover all possible ...
Contents
Introduction | 1 |
The Function of MarketingA Matching of Services to Needs | 7 |
The Establishment of a Marketing Plan | 19 |
Copyright | |
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acceptable additional AGC DOCUMENT agreed amount Application for Payment approval arbitration Architect/Engineer ARTICLE awarded bidder Brand X brochure building California Change Order claim clause client cofferdam competition concrete piles CONDITIONS FOR TRADE CONSTRUCTION MANAGEMENT AGREEMENTS Construction Manager's Consultant Contract Documents Contract Sum CONTRACTORS UNDER CONSTRUCTION cost damage delay effective employees engineer equipment estimate example factor of safety FIGURE A5.6 final payment firm furnish Gerwick Guaranteed Maximum Price JULY 1980 FIGURE letter liability load loss MANAGEMENT AGREEMENTS JULY marketing materials ment negotiations Owner and Construction Owner or Construction Paragraph party percent performance person prequalification prestressed concrete problem professional profit property insurance proposal reasonable responsibility risk schedule Shop Drawings specific steel structural engineer submit Subparagraph Substantial Completion technical thereof tion tractor Trade Contractor Trade Subcontractor YORK AVENUE