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The fundamentals of business to business sales and marketing / John M. Coe.

By: Material type: TextTextPublication details: New York : McGraw-Hill, c2004.Description: xiii, 240 p. : ill ; 24 cmISBN:
  • 0071408797 (hardcover : alk. paper)
Subject(s): DDC classification:
  • 658.8/04 21
LOC classification:
  • HF5438.25 .C64 2004
Contents:
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.
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Holdings
Item type Current library Call number Status Date due Barcode
REGULAR University of Wollongong in Dubai Main Collection 658.804 CO FU (Browse shelf(Opens below)) Available T0026796

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.

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