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

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The small or mid-sized business' guide to outselling the big boys. Often, small or mid-sized businesses don't think they have the resources or the talent to compete with the larger competitors in their industry. But just because they don't have the advertising budgets or purchasing po...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Brooks, William T., 1945-
Otros Autores: Brooks, William P. G.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, N.J. : John Wiley & Sons, ©2010.
Temas:
Selling.
Small business > United States.
Selling > Terminology.
Vente.
Vente > Terminologie.
selling.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Selling
Small business
United States
Terminology
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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.

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