webpage updated 8/04/2011

Author(s)

Coxe Weld

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Edition

2nd Ed 1983, Reprint Ed. 1990

Krieger #

Pages

ISBN #

Cloth/Paper

U.S. Dollars

223776

310

0-89464-377-0

C

$53.25

Description

Reviews

Presented here are clear guidelines that cover all of the aspects of marketing architectural and engineering services. Included is a step-by-step description of how to research prospective clients, develop strategies for pursuit, prepare written and oral presentations, and negotiate and close commissions. The elements of a comprehensive marketing plan, as well as the organization and management roles required to make it succeed, are thoroughly discussed. Forty-five case studies of actual marketing techniques are presented. Additional tips are included on how brochures, publicity, direct mail, and advertising techniques can be used to support and enhance marketing efforts.

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