The fundamentals of business to business sales and marketing

Coe, John

The fundamentals of business to business sales and marketing - New York McGraw-Hill c2004 - xiii, 240 p. il. 24 cm.

Incluye índice.

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.

0071408797


Selling.
Industrial marketing.
Selling--Data processing.
Sales management.
Ventas
Mercadotecnia industrial
Ventas ---Procesamiento de datos

HF 5438 25 / C64 2004