Sales Coverage Model —
Definition of B2B Marketing and Sales Terminology
Definition of B2B Marketing and Sales Terminology
Sales Coverage Model
First used in his book, “The Fundamentals of Business to Business Sales and Marketing,” John Coe discusses his 5-step process that integrates the tools and techniques of direct marketing into the customer life-cycle.
“The goal of directing the limited and expensive face-to-face sales calls toward those classic ‘golden moments’ and away from calls that could be handled by other contact strategies is the foundation upon which the New Sales Coverage Model is built.”
Marketing Strategy: Database Marketing
“The goal of directing the limited and expensive face-to-face sales calls toward those classic ‘golden moments’ and away from calls that could be handled by other contact strategies is the foundation upon which the New Sales Coverage Model is built.”
Marketing Strategy: Database Marketing
