Tous nos rayons

Déjà client ? Identifiez-vous

Nouveau client ?

Votre panier contient 0 article
0,00 €
The fundamentals of business-to-business sales & marketing

Librairie Eyrolles - Paris 5e

The fundamentals of business-to-business sales & marketing

The fundamentals of business-to-business sales & marketing

254 pages, parution le 30/09/2003


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 Fundamentals 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.


  • Why is it so though 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
  • Hox to build your company's database
  • How to measure the results that will sell management
  • Resource directory
  • Index

Caractéristiques techniques du livre "The fundamentals of business-to-business sales & marketing"

Éditeur(s) Mc Graw Hill
Auteur(s) John M. Coe
Parution 30/09/2003
Nb. de pages 254
Format 16 x 23,5
Couverture Relié
Poids 505g
Intérieur Noir et Blanc
EAN13 9780071408790
ISBN13 978-0-07-140879-0


Livraison à partir de 0,01 en France métropolitaine

Paiement en ligne SÉCURISÉ

Livraison dans le monde

Retour sous 15 jours

+ d'un million de livres disponibles

satisfait ou remboursé
Satisfait ou remboursé
Paiement sécurisé
modes de paiement
Paiement à l'expédition
partout dans le monde
Livraison partout dans le monde
Service clients 0 321 79 56 75
librairie française
Librairie française depuis 1925