Marketing and Selling Construction Services - Tapa blanda

This book demonstrates how marketing and sales can be developed. Specifically it:

• introduces selling techniques tailored to the needs of construction
  
• evaluates competing approaches to marketing and related sales theory
  
• demonstrates the effect of these on organizational structures and processes, and
  
• examines how the top down and bottom up management approaches can be integrated through sales practice.

The book aims to achieve a balance between a strategic overview and the practicalities of sales and marketing. It does not offer a single blueprint, but rather a range of distinctive options from which the reader can make informed choices.