The Fundamentals of Business-to-Business Sales and Marketing

Features

• Cover Type: Hard Cover with 208 pages
• Published by: McGraw-Hill
• Edition: 1st Edition August 29, 2003
• Written in: English
• ISBN 10 Number: 0071408797
• ISBN 13 Number: 978-0071408790
• Book Dimensions: 9 x 6.2 x 0.8 inches
• Weighs: 1.1 pounds

Product Description


B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The basics of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies.

Covering database marketing, microclustering, accurate ROI measurement, and more, this no-nonsense book provides a dynamic, hands-on approach for selling more while spending less, and meeting today's relentless revenue and margin demands.

Book Info
Text introduces a new sales coverage model that meets the requirements of today's fast-paced, Web-based environment. DLC: Selling.

Reader Reviews
My colleague John Coe has written a new book, "The Fundamentals of Business-to-Business Sales and Marketing," published by McGraw-Hill. It is not a "high concept" or "big idea" book; therefore, fans of The ClueTrain Manifesto and other such highfalutin nonsense may find John's book way too practical - filled with stuff you can actually do today to increase your sales tomorrow. But if you like, as I do, business books that are heavy on the nuts-and-bolts, telling you what to do to increase sales results - and how to do it cost-effectively - than buy John's book today.