| Record ID | marc_columbia/Columbia-extract-20221130-009.mrc:189371555:1713 |
| Source | marc_columbia |
| Download Link | /show-records/marc_columbia/Columbia-extract-20221130-009.mrc:189371555:1713?format=raw |
LEADER: 01713pam a22003254a 4500
001 4180401
005 20221027050846.0
008 030115t20042004nyua 001 0 eng
010 $a 2003000689
020 $a0071408797 (alk. paper)
035 $a(OCoLC)ocm51476870
035 $a(NNC)4180401
035 $a4180401
040 $aDLC$cDLC$dNNC$dOrLoB-B
042 $apcc
050 00 $aHF5438.25$b.C64 2004
082 00 $a658.8/04$221
100 1 $aCoe, John.$0http://id.loc.gov/authorities/names/n2007163914
245 14 $aThe fundamentals of business-to-business sales and marketing /$cJohn Coe.
260 $aNew York :$bMcGraw-Hill,$c[2004], ©2004.
300 $axiii, 240 pages :$billustrations ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
505 00 $g1.$tWhy Is It So Tough to Sell Today? -- $g2.$tThe New Sales Coverage Model -- $g3.$tThe Start: Profiling and Targeting the Market -- $g4.$tSegmentation for Communications -- $g5.$tRedesigning the Inquiry-Generation Process -- $g6.$tHigh-Yield Lead Qualification -- $g7.$tSales Conversion -- $g8.$tUp-Selling/Cross-Selling and Creating Customer Loyalty -- $g9.$tCampaign Planning and Execution -- $g10.$tHow to Build Your Company's Database -- $g11.$tHow to Measure to Results That Will Sell Management.
500 $aIncludes index.
650 0 $aSelling.$0http://id.loc.gov/authorities/subjects/sh85119819
650 0 $aIndustrial marketing.$0http://id.loc.gov/authorities/subjects/sh85065897
650 0 $aSelling$xData processing.$0http://id.loc.gov/authorities/subjects/sh2010112578
650 0 $aSales management.$0http://id.loc.gov/authorities/subjects/sh85116729
852 00 $boff,bus$hHF5438.25$i.C64 2004