TY  - BOOK
AU  - Coe,John M.
TI  - The fundamentals of business to business sales and marketing
SN  - 0071408797 (hardcover : alk. paper)
U1  - 658.804 21
PY  - 2004///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Industrial marketing
KW  - Data processing
KW  - Sales management
N1  - 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
ER  -