The fundamentals of business to business sales and marketing / John M. Coe.
Material type:
TextPublication details: New York : McGraw-Hill, 2004.Description: xiii, 240 p. : ill. ; 24 cmISBN: - 0071408797 (hardcover : alk. paper)
- 658.804 COE
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| 658.804 BRE Business-To-Business Marketing / | 658.804 BRE Business-To-Business Marketing / | 658.804 BRE Business-to-business marketing / | 658.804 COE The fundamentals of business to business sales and marketing / | 658.804 GHO Industrial Marketing / | 658.804 GHO Industrial Marketing / | 658.804 GOV Industrial Marketing Management / |
Includes index.
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.
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