000			01144cam a22002174a 4500
020			_a0071408797 (hardcover : alk. paper)
082	0	0	_a658.804 _bCOE
100	1		_aCoe, John M.
245	1	4	_aThe fundamentals of business to business sales and marketing / _cJohn M. Coe.
260			_aNew York : _bMcGraw-Hill, _c2004.
300			_axiii, 240 p. : _bill. ; _c24 cm.
500			_aIncludes index.
505	0		_aWhy 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	_aSelling.
650		0	_aIndustrial marketing.
650		0	_aSelling _xData processing.
650		0	_aSales management.
856	4	2	_uhttp://www.loc.gov/catdir/bios/mh041/2003000689.html
856	4	2	_uhttp://www.loc.gov/catdir/description/mh031/2003000689.html
942			_2ddc _cBK
999			_c23849 _d23849