The fundamentals of business to business sales and marketing /
By: Coe, John M
Material type: BookPublisher: New York : McGraw-Hill, c2004.Description: xiii, 240 p. : ill ; 24 cm.ISBN: 0071408797 (hardcover : alk. paper)Subject(s): Selling | Industrial marketing | Selling -- Data processing | Sales managementDDC classification: 658.8/04Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|
REGULAR | University of Wollongong in Dubai Main Collection | 658.804 CO FU (Browse shelf) | Available | T0026796 |
Total holds: 0
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.