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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.
- Format:
- Book
- Author/Creator:
- Brooks, William T., 1945-
- Language:
- English
- Subjects (All):
- Selling--United States.
- Selling.
- Small business--United States.
- Small business.
- Selling--Terminology.
- Physical Description:
- 1 online resource (243 p.)
- Edition:
- 1st ed.
- Place of Publication:
- Hoboken, N.J. : John Wiley & Sons, 2009, c2010.
- Language Note:
- English
- Summary:
- The small or mid-sized business' guide to outselling the big boysOften, 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 power of their bigger counterparts doesn't mean they can't play ball. For sales organizations, service matters much more than size.If your sales business is competing with much bigger fish, the odds are stacked against you. Pressured and powerless, frustrated and overwhelmed, you might be tempt
- Contents:
- PLAYING BIGGER THAN YOU ARE: How To Sell Big Accounts Even if You're David in a World of Goliaths; Contents; Preface; About the Authors; Chapter 1: Selling to Giants Will Transform Your Business; Chapter 2: Small Businesses Are Uniquely Qualified to Sell to Giants; Chapter 3: Finding Friendly Giants; Chapter 4: How Corporations Buy; Chapter 5: What's Preventing You from Winning Big?; Chapter 6: The Mental Side of Selling to the Giants; Chapter 7: Positioning Yourself to Sell to the Giants; Chapter 8: Learning the Buyer's Language; Chapter 9: Developing Your Sales Presentation
- Chapter 10: Making a Successful BidChapter 11: You've Won It, Now Build On It; Index
- Notes:
- Description based upon print version of record.
- Description based on metadata supplied by the publisher and other sources.
- ISBN:
- 9786612308024
- 9780470541814
- 0470541814
- 9781282308022
- 1282308025
- 9780470541791
- 0470541792
- OCLC:
- 476868101
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