Playing bigger than you are
Subtitle: how to sell big accounts even if you're David in a world of Goliaths
By: William T. Brooks, William P.G. Brooks.
Contributors: Brooks, William P. G.
Publisher: John Wiley & Sons
Published: 2009
Place of publication: Hoboken, N.J
Language: eng
Number of pages: 228
ISBN-13: 9780470260357
Subjects: Selling -- United States; Small business -- United States; Selling -- Terminology
Genres: Terminology
Table of contents: title: Selling to giants will transform your business; title: Small businesses are uniquely qualified to sell to giants; title: Finding friendly giants; title: How corporations buy; title: What's preventing you from winning big?; title: The mental side of selling to the giants; title: Positioning yourself to sell to the giants; title: Learning the buyer' language; title: Developing your sales presentation; title: Making a successful bid; title: You've won it, now build on it.