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Fundamentals of Business-to-Business Sales and Marketing

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ISBN-10: 0071408797

ISBN-13: 9780071408790

Edition: 2004

Authors: John Coe

List price: $24.95
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This guide shows sales and marketing executive how to revamp their sales and marketing model and fully integrate the traditional methods of the salesman approach with the most effective and proven new technologies in order to meet the increasing revenue and margin demands.
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Book details

List price: $24.95
Copyright year: 2004
Publisher: McGraw-Hill Companies, The
Publication date: 9/11/2003
Binding: Hardcover
Pages: 208
Size: 6.25" wide x 9.00" long x 0.75" tall
Weight: 1.144
Language: English

Preface
Why Is It So Tough to Sell Today?
The New Sales Coverage Model
The Start: Profiling and Targeting the Market
Segmentation for Communications
Redesigning the Inquiry-Generation Process
High-Yield Lead Qualification
Sales Conversion
Up-Selling/Cross-Selling and Creating Customer Loyalty
Campaign Planning and Execution
How to Build Your Company's Database
How to Measure to Results That Will Sell Management
Resource Directory
Index