The fundamentals of business to business sales and marketing
By: John Coe.
Publisher: McGraw-Hill
Published: 2004
Place of publication: New York
Language: eng
Number of pages: 240
Subjects: Selling.; Industrial marketing.; Selling -- Data processing.; Sales management.
Notes: Includes index.
Table of contents: title: Why is it so tough to sell today?; title: The new sales coverage model; title: The first step : profiling and targeting the market; title: - Segmentation for communications; title: Redesigning the inquiry generation process; title: High yield lead qualification; title: Sales conversion; title: Up/cross sell and creating customer loyalty; title: Campaign planning and execution; title: How to build your company's database; title: How to measure the results that will sell management.