The fundamentals of business to business sales and marketing / (Record no. 23849)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01144cam a22002174a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0071408797 (hardcover : alk. paper) |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.804 |
| Item number | COE |
| 100 1# - MAIN ENTRY--AUTHOR NAME | |
| Author name | Coe, John M. |
| 245 14 - TITLE STATEMENT | |
| Title | The fundamentals of business to business sales and marketing / |
| Statement of responsibility, etc | John M. Coe. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New York : |
| Name of publisher | McGraw-Hill, |
| Year of publication | 2004. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xiii, 240 p. : |
| Other physical details | ill. ; |
| Dimensions | 24 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Why is it so tough to sell today? -- The new sales coverage model -- The first step : profiling and targeting the market --- Segmentation for communications -- Redesigning the inquiry generation process -- High yield lead qualification -- Sales conversion -- Up/cross sell and creating customer loyalty -- Campaign planning and execution -- How to build your company's database -- How to measure the results that will sell management. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Industrial marketing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Selling |
| General subdivision | Data processing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Sales management. |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | http://www.loc.gov/catdir/bios/mh041/2003000689.html |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | http://www.loc.gov/catdir/description/mh031/2003000689.html |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Full call number | Accession Number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 06/13/2025 | Gifted by M.J. Rama Krishna | 658.804 COE | 50203 | 06/13/2025 | Books |
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