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: 658.8/04
| Item 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
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| 658.804 BR BU Business-to-business marketing / | 658.804 BU PR A practitioner's guide to account-based marketing : | 658.804 BU SI Business marketing : | 658.804 CO FU The fundamentals of business to business sales and marketing / | 658.804 FI BU Business-to-business marketing : relationships, systems and communications / | 658.804 FU ND Fundamentals of business-to-business marketing : mastering business markets | 658.804 HU BU Business marketing management : a strategic view of industrial and organizational markets / |
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.