The Fundamentals of Business-to-Business Sales & Marketing

by John M. Coe

McGraw-Hill, 2003

ISBN: 9780071408790
Pages: 208

Category: Sales & Marketing

In this summary you will learn

• Why companies selling business-to-business need a new sales process
• How it works
• How to make the most of data-based, targeted marketing

Why you should read The Fundamentals of Business-to-Business Sales & Marketing

Business-to-business marketing has three components: product management, marketing communication and sales. Author John M. Coe focuses primarily on marketing communication, particularly on working with your sales team to create a more effective sales model. Few previous books have addressed the need to update the business-to-business sales process, so getAbstract welcomes this useful addition. In this concise but detailed manual, Coe addresses everything a company must know to revive its sales and marketing process, and boost its B2B sales.

About the Author

John M. Coe is the founder of Integrated Target Marketing, and has worked for IBM and Rapp Collins Worldwide.

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