Business-to-Business Internet Marketing, Fifth Edition

Seven Proven Strategies for Increasing Profits through Internet Direct Marketing

Profit from Proven Business-to-Business Techniques!

This book shows you how to effectively apply proven direct marketing principles to the booming world of business-to-business Internet marketing—today’s fastest growing segment of online commerce. This practical yet forward-thinking blueprint for success is packed with examples and real world advice. You’ll learn—step-by-step—seven proven strategies for increasing profits by direct marketing to businesses over the Internet. This new fifth edition has been updated with the latest case studies, Web site references, Internet use statistics, and other developments in the online business-to-business world.

Included with the book is your personal password necessary for accessing the companion Website which provides up-to-the-minute Internet marketing news, expanded information, and
other helpful online marketing resources. This book/Website combination is unbeatable!

This book will help you:

• Get your share of the multi-billion dollars in direct sales conducted online
• Increase your profits through better lead generation/qualification
• Learn from others who are succeeding online
• Stay current with the latest trends through the “members only” companion Website

See what other readers have to say…

“The book provides an indispensable tool for the business marketer.”
—Jerry I. Reitman, executive vice president (retired), The Leo Burnett Company, and author of Beyond 2000; The Future of Direct Marketing

“Thank heaven for Susan K. Jones… This new edition provides not only the latest tools and techniques in the fast-changing world of b-to-b Internet marketing, and plenty of new case examples, but also one of the best overviews of b-to-b marketing strategy available”
—Ruth P. Stevens, president, eMarketing Strategy and adjunct professor, Columbia Business School

“This book is the best resource I have found for developing a strategy and the tactics to move your marketing plan to the leading edge.”
—Mike Suman, owner of 47 patents, and CEO of Product and Market Development, LLC

“Business-to-Business Internet Marketing is a comprehensive how-to manual that is a must-read for both experienced and new direct and interactive marketers. Practitioners will learn how to integrate Internet marketing into the overall marketing mix, and how to educate key management to gain their full understanding and support of the Internet opportunity.”
—Ted Spiegel, Professor of Integrated Marketing Communications, Northwestern University and President, Spiegel Marketing Associates

“Susan K. Jones continues to provide effective instruction on how to capitalize on the business-to-business Internet opportunity through her insightful, step-by-step approach and analysis of best practices for establishing and implementing a sound Internet marketing strategy.”
—Ed Bjorncrantz, President – Bjorncrantz & Associates

“This book is hard-wired to a sign that says “Hey, Look at Me! – I’m open for Business!”
—Rick Hatkowski, Account Manager, CBS Outdoor

About the Author

Susan K. Jones is a tenured, full professor of marketing at Ferris State University in Big Rapids, MI and the principal of Susan K. Jones & Associates. Ms. Jones teaches direct marketing, e-commerce marketing, advertising, and business-to-business classes at Ferris State. Professor Jones has authored or co-authored more than 25 books, including Creative Strategy in Direct and Interactive Marketing, Business-to-Business Internet Marketing, and The IMC Handbook: Readings and Cases in Integrated Marketing Communications. She has been honored by the Direct Marketing Educational Foundation, the Chicago Association of Direct Marketing, the West Michigan American Marketing Association, the John Caples International Awards, Ferris State University, and Northwestern University with prestigious awards both as an educator and as a practitioner.