Business Project Management and Marketing: Mastering Business Markets (Springer Texts in Business and Economics)

Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial engineering, contract management, negotiation management, project management, and finally project cooperation. Adopting a cross-sector perspective, it examines both traditional manufacturing industries and business-to-business services. All contributions are presented in an accessible style, making the book well-suited as both a managerial textbook and valuable practical guide. Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved, including: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial engineering, contract management, negotiation management, project management and finally project cooperation. Adopting a cross-sector perspective, it examines both traditional manufacturing industries and business-to-business services, in an accessible style, making the book well-suited as both a managerial textbook and a practical guide Front Matter....Pages i-vii Order Management....Pages 1-54 Inquiry Evaluation and Proposal Preparation....Pages 55-81 Pricing and Revenue Planning in the Project Business....Pages 83-126 Order Financing and Financial Engineering....Pages 127-158 Contract Management....Pages 159-206 Negotiation Management....Pages 207-275 Project Management....Pages 277-353 Project Cooperation....Pages 355-393 Back Matter....Pages 395-399