This book provides a comprehensive overview of Marketing in the international aerospace industry. It analyses the distinctive environment and practices of the aerospace industry, and provides specific, practical guidance for marketing professionals. The content is presented in clearly-defined chapters that relate directly to the professional challenges facing the marketer in the industry. It is written for these professionals and also students of aviation and aerospace management.

Wesley E. Spreen is Director of International Marketing and Sales for Boeing Helicopters. Dr Spreen's organization is responsible for marketing Boeing civil and military helicopters in Asia and the Pacific Rim. He has held the position since 1994.

Contents: Introduction. Part 1 The Aerospace Market and its Basic Elements: The aerospace market: supply, demand, and segmentation; The product; Pricing in the aerospace industry. Part 2 Marketing Tools, Techniques, and Resources: Overseas agents and sales consultants; Financing and leasing; Industrial offsets; Government relations; Brand management and advertising; Air shows; Operations analysis; International cooperation, joint ventures, and teaming; Working with the customer. Part 3 Managing the Marketing and Sales Process: Managing the marketing and sales process; Protecting sales victories; The commercial contracting process. Part 4 The Governmental and Administrative Framework: The broader administrative and regulatory context of aerospace marketing; What lies ahead in the aerospace marketplace; Index.