/LC.GIF&client=easterncarolinaedu)
The fundamentals of business to business sales and marketing / John M. Coe.
| Author/creator | Coe, John M. |
| Format | Electronic |
| Publication Info | New York : McGraw-Hill, |
| Description | xiii, 240 p. : ill. ; 24 cm. |
| Supplemental Content | Full text available from eBooks on EBSCOhost |
| Subjects |
| 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. |
| General note | Includes index. |
| Access restriction | Available only to authorized users. |
| Technical details | Mode of access: World Wide Web |
| Genre/form | Electronic books. |
| LCCN | 2003000689 |
| ISBN | 0071408797 (hardcover : alk. paper) |