The fundamentals of business to business sales and marketing / John M. Coe.

By: Coe, John MMaterial type: TextTextPublication details: New York : McGraw-Hill, c2004Description: xiii, 240 p. : ill. ; 24 cmISBN: 0071408797 (hardcover : alk. paper)Subject(s): Selling | Industrial marketing | Selling -- Data processing | Sales managementDDC classification: 658.804
Contents:
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.
Item type: Books-General
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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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