000290036 000__ 01865cam\a22003854a\4500 000290036 001__ 290036 000290036 005__ 20210513110108.0 000290036 006__ m\\\\\o\\d\\\\\\\\ 000290036 007__ cr\cnu---unuuu 000290036 008__ 041215s2004\\\\nyua\\\\o\\\\\001\0\eng\d 000290036 020__ $$a0071435816 (electronic bk.) 000290036 035__ $$a(OCoLC)ocm57241904 000290036 035__ $$a290036 000290036 040__ $$aN$T$$cN$T 000290036 049__ $$aINCN 000290036 05014 $$aHF5438.25$$b.C64 2004eb 000290036 08204 $$a658.8/04$$222 000290036 1001_ $$aCoe, John$$q(John M.) 000290036 24514 $$aThe fundamentals of business-to-business sales and marketing$$h[electronic resource] /$$cJohn Coe. 000290036 260__ $$aNew York :$$bMcGraw-Hill,$$cc2004. 000290036 300__ $$a1 online resource (xiii, 240 p.) :$$bill. 000290036 500__ $$aIncludes index. 000290036 5050_ $$aWhy 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. 000290036 506__ $$aAccess limited to authorized users. 000290036 588__ $$aDescription based on print version record. 000290036 650_0 $$aSelling. 000290036 650_0 $$aIndustrial marketing. 000290036 650_0 $$aSelling$$xData processing. 000290036 650_0 $$aSales management. 000290036 655_7 $$aElectronic books.$$2lcsh 000290036 77608 $$iPrint version:$$aCoe, John (John M.)$$tFundamentals of business-to-business sales and marketing.$$dNew York : McGraw-Hill, c2004$$z0071408797$$w(DLC) 2003000689$$w(OCoLC)51476870 000290036 85280 $$bebk$$hEBSCOhost 000290036 85640 $$3EBSCOhost$$uhttps://univsouthin.idm.oclc.org/login?url=http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=124504$$zOnline Access 000290036 909CO $$ooai:library.usi.edu:290036$$pGLOBAL_SET 000290036 980__ $$aEBOOK 000290036 980__ $$aBIB 000290036 982__ $$aEbook 000290036 983__ $$aOnline 000290036 994__ $$a92$$bINCNA