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The fundamentals of business to business sales and marketing

By: Material type: TextTextPublication details: New York McGraw-Hill c2004Description: xiii, 240 p. il. 24 cmISBN:
  • 0071408797
Subject(s): LOC classification:
  • HF 5438 25 C64 2004
Online resources:
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 Collection Call number Status Date due Barcode
Préstamo Biblioteca Pedro Arrupe Acervo HF 5438 25 C64 2004 (Browse shelf(Opens below)) Available 074348

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.

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