The fundamentals of business to business sales and marketing / (Record no. 2202)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01160nam a22002417a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20180430162913.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 180430b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0071408797 (hardcover : alk. paper) |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | UMI |
| Transcribing agency | UMI |
| Modifying agency | UMI |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.804 |
| Edition number | 21 |
| Item number | COE |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Coe, John M. |
| 9 (RLIN) | 1441 |
| 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, distribution, etc. | New York : |
| Name of publisher, distributor, etc. | McGraw-Hill, |
| Date of publication, distribution, etc. | c2004. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xiii, 240 p. : |
| Other physical details | ill. ; |
| Dimensions | 24 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | 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 | |
| Topical term or geographic name as entry element | Selling. |
| 9 (RLIN) | 1442 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Industrial marketing. |
| 9 (RLIN) | 1443 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Selling |
| General subdivision | Data processing. |
| 9 (RLIN) | 1444 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales management. |
| 9 (RLIN) | 1445 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | |
| Koha item type | Books-General |
No items available.