Fundamentals of Business-to-Business Sales and Marketing

Name: Fundamentals of Business-to-Business Sales and Marketing
Price: 10.95 USD
Availability: InStock
ISBN: 9780071408790

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.

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