Fundamentals of Business-to-Business Sales and Marketing
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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.
Copyright year: 2004
Publisher: McGraw-Hill Companies, The
Publication date: 9/11/2003
Size: 6.25" wide x 9.00" long x 0.75" tall
|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|
|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|