Alegander T. Wells and Bruce D. Chadbourne
To be effective in selling business aircraft, marketers must understand the nature of organization all markets, their unique demand and purchasing characteristics. Business to business marketing is buying and selling goods and services between businesses. Demand patterns in the consumer market differ from demand patters in the organizational market in direct channels, derived demand, and inelastic demand. The buying function in organizations improves profitability and helps maintain a competitive advantage. …
