The Fundamentals of Business-to-Business Sales & Marketing by John Coe
Shows how B2B leaders integrate approaches and technologies with techniques to find, get, and keep customers. This book introduces a sales coverage model that meets the needs of the Web-based environment while retaining the benefits that a good salesperson can bring to the table.John M. Coe is an internationally recognized authority on B2B sales and marketing. In 1980 he discovered direct marketing as a sales productivity solution and made the switch to the agency side when he founded Integrated Target Marketing, a B2B direct marketing agency. Coe has been the national direct marketing campaign manager at IBM, the senior vice president of B2B marketing at Rapp Collins Worldwide, and the president of Database Marketing Associates, a well-known B2B consulting firm. He is the founder and president of the Sales and Marketing Institute, a B2B consulting, education, and training firm based in Phoenix, Arizona. He has given hundreds of speeches and seminars throughout the world, is a frequent contributor to industry trade magazines, and leads many Direct Marketing Association sessions.
| SKU | Unavailable |
| ISBN 13 | 9780071408790 |
| ISBN 10 | 0071408797 |
| Title | The Fundamentals of Business-to-Business Sales & Marketing |
| Author | John Coe |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | McGraw-Hill Education - Europe |
| Year published | 2003-09-16 |
| Number of pages | 208 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |