000			01160nam a22002417a 4500
003			OSt
005			20180430162913.0
008			180430b xxu||||| |||| 00| 0 eng d
020			_a0071408797 (hardcover : alk. paper)
040			_aUMI _cUMI _dUMI
082	0	0	_a658.804 _221 _bCOE
100	1		_aCoe, John M. _91441
245	1	4	_aThe fundamentals of business to business sales and marketing / _cJohn M. Coe.
260			_aNew York : _bMcGraw-Hill, _cc2004.
300			_axiii, 240 p. : _bill. ; _c24 cm.
504			_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. _91442
650		0	_aIndustrial marketing. _91443
650		0	_aSelling _xData processing. _91444
650		0	_aSales management. _91445
942			_2ddc _cBK
999			_c2202 _d2202