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Playing bigger than you are : how to sell big accounts even if you're David in a world of Goliaths

[NT 42944] Record Type:	[NT 1579] Language materials, printed : [NT 40817] monographic
[NT 47348] Title Information:	how to sell big accounts even if you're David in a world of Goliaths
[NT 47261] Author:	BrooksWilliam T., 1945-
[NT 47353] Alternative Intellectual Responsibility:	BrooksWilliam P. G.,
[NT 47351] Place of Publication:	Hoboken, N.J.
[NT 47263] Published:	John Wiley & Sons;
[NT 47352] Year of Publication:	c2010
[NT 47264] Description:	xi, 228 p.ill. : 24 cm.;
[NT 47266] Subject:	Selling - Terminology -
[NT 47266] Subject:	Selling - United States -
[NT 47266] Subject:	Small business - United States -
[NT 47265] Notes:	Includes index
[NT 50961] ISBN:	9780470260357
[NT 60779] Content Note:	Selling to giants will transform your business -- Small businesses are uniquely qualified to sell to giants -- Finding friendly giants -- How corporations buy -- What's preventing you from winning big? -- The mental side of selling to the giants -- Positioning yourself to sell to the giants -- Learning the buyer' language -- Developing your sales presentation -- Making a successful bid -- You've won it, now build on it

Playing bigger than you are : how to sell big accounts even if you're David in a world of Goliaths
Brooks, William T.

Playing bigger than you are : how to sell big accounts even if you're David in a world of Goliaths / William T. Brooks, William P.G. Brooks - Hoboken, N.J. : John Wiley & Sons, c2010 . - xi, 228 p. ; ill. ; 24 cm..
Selling to giants will transform your business -- Small businesses are uniquely qualified to sell to giants -- Finding friendly giants -- How corporations buy -- What's preventing you from winning big? -- The mental side of selling to the giants -- Positioning yourself to sell to the giants -- Learning the buyer' language -- Developing your sales presentation -- Making a successful bid -- You've won it, now build on it .
Includes index.
ISBN 9780470260357
SellingSellingSmall business -- Terminology -- United States -- United States

Brooks, William P. G.

Playing bigger than you are : how to sell big accounts even if you're David in a world of Goliaths
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