The fundamentals of business to business sales and marketing /
Coe, John M.
The fundamentals of business to business sales and marketing / John M. Coe. - New York : McGraw-Hill, c2004. - xiii, 240 p. : ill. ; 24 cm.
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.
0071408797 (hardcover : alk. paper)
Selling.
Industrial marketing.
Selling--Data processing.
Sales management.
658.804 / COE
The fundamentals of business to business sales and marketing / John M. Coe. - New York : McGraw-Hill, c2004. - xiii, 240 p. : ill. ; 24 cm.
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.
0071408797 (hardcover : alk. paper)
Selling.
Industrial marketing.
Selling--Data processing.
Sales management.
658.804 / COE