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The fundamentals of business to business sales and marketing /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	The fundamentals of business to business sales and marketing // by John Coe.
Author:	Coe, John.
Published:	New York :McGraw-Hill,c2004.
Description:	xiii, 240 p. ;24 cm.
Notes:	Includes index.
Subject:	Selling. -
Online resource:	http://www.loc.gov/catdir/description/mh031/2003000689.html
ISBN:	0071408797 (hbk. : alk. paper) :

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

The fundamentals of business to business sales and marketing /by John Coe. - New York :McGraw-Hill,c2004. - xiii, 240 p. ;24 cm.

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 and sell management.

ISBN: 0071408797 (hbk. : alk. paper) :NT890

LCCN: 2003000689Subjects--Topical Terms:

149459
Selling.

LC Class. No.: HF5438.25 / .C64 2003

Dewey Class. No.: 658.8/04

The fundamentals of business to business sales and marketing /
LDR:01138cam _22002298a_450 001 135330
003 DLC
005 20031022131335.0
008 030115s2004 nyu b 001 0 eng
010 $a 2003000689
020 $a 0071408797 (hbk. : alk. paper) : $c NT890
035 $a 00073305
040 $a DLC $c DLC $d DLC
042 $a pcc
050 0 0 $a HF5438.25 $b .C64 2003
082 0 0 $a 658.8/04 $2 21
092 $a */658.804/C672/2004////E01460
100 1 $a Coe, John. $3 156745
245 1 4 $a The fundamentals of business to business sales and marketing / $c by John Coe.
260 $a New York : $b McGraw-Hill, $c c2004.
300 $a xiii, 240 p. ; $c 24 cm.
500 $a Includes index.
505 0 $a 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 and sell management.
650 0 $a Selling. $3 149459
650 0 $a Industrial marketing. $3 151200
650 0 $a Selling $x Data processing. $3 149530
650 0 $a Sales management. $3 149458
856 4 2 $3 Publisher description $u http://www.loc.gov/catdir/description/mh031/2003000689.html

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No. of reservations

E01460

六樓西文書庫 (6th Floor-Western Books)

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外文書

* 658.804 C672 2004

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5030000-0920014

1 records • Pages 1 •
1

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