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The fundamentals of business-to-business sales and marketing

Record Type:	Electronic resources : Monograph/item
Title/Author:	The fundamentals of business-to-business sales and marketing/ John Coe.
Author:	Coe, John.
Published:	New York :McGraw-Hill, : c2004.,
Description:	xiii, 240 p. :ill. ;24 cm.
Notes:	Includes index.
[NT 15003449]:	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.
Subject:	Industrial marketing. -
Online resource:	https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=124504An electronic book accessible through the World Wide Web; click for information
ISBN:	0071435816 (electronic bk.)

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

The fundamentals of business-to-business sales and marketing[electronic resource] /John Coe. - New York :McGraw-Hill,c2004. - xiii, 240 p. :ill. ;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 that will sell management.

Electronic reproduction.
Boulder, Colo. :
NetLibrary,
2004.

Available via World Wide Web.

ISBN: 0071435816 (electronic bk.)Subjects--Topical Terms:

657817
Industrial marketing.
Index Terms--Genre/Form:

542853
Electronic books.

LC Class. No.: HF5438.25 / .C64 2004eb

Dewey Class. No.: 658.8/04

The fundamentals of business-to-business sales and marketing
LDR:01453nmm a2200265 a 45 001 736631
003 OCoLC
005 20080401
006 m d
007 cr cnu---unuuu
008 250519s2004 nyua s 001 0 eng d
020 $a 0071435816 (electronic bk.)
035 $a ocm57241904
035 $a 736631
040 $a N $c N
049 $a AMFA
050 1 4 $a HF5438.25 $b .C64 2004eb
082 0 4 $a 658.8/04 $2 22
100 $a Coe, John. $3 835147
245 1 4 $a The fundamentals of business-to-business sales and marketing $h [electronic resource] / $c John Coe.
260 $a New York : $c c2004. $b McGraw-Hill,
300 $a xiii, 240 p. : $b ill. ; $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 that will sell management.
533 $a Electronic reproduction. $b Boulder, Colo. : $c NetLibrary, $d 2004. $n Available via World Wide Web. $n Access may be limited to NetLibrary affiliated libraries.
650 $a Industrial marketing. $3 657817
650 $a Sales management. $3 624757
650 $a Selling $x Data processing. $3 668457
650 $a Selling. $3 643554
655 $a Electronic books. $2 lcsh $3 542853
710 $a NetLibrary, Inc. $3 542851
856 4 0 $3 Bibliographic record display $u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=124504 $z An electronic book accessible through the World Wide Web; click for information
994 $a 92 $b AMF