Gunn sights : taking aim on selling in the high-stakes industry of international aerospace / Tom Gunn ; book design, David Alcorn.

Format:

Book

Author/Creator:

Gunn, Tom, 1943- author.

Contributor:

Alcorn, David, book designer.

Language:

English

Subjects (All):

Aerospace industries.

Aircraft industry.

Marketing.

Physical Description:

1 online resource (221 p.)

Edition:

1st ed.

Place of Publication:

Annapolis, Maryland : Naval Institute Press, 2007.

Language Note:

English

Summary:

Tom Gunn had a life-altering career change in 1975 when he went from an eight-year stint as staff lawyer with the U.S. Senate to a job in aerospace sales and marketing at McDonnell Douglas. He knew a lot about military appropriations and classified developments, but almost nothing about marketing. Over the next twenty-two years, however, Gunn and the team he assembled developed a process for strategic selling and marketing that delivered 250 billion in sales of military and commercial aircraft, missiles, space systems, and logistic support, against strong and at times cutthroat domestic and in

Contents:

Contents; Preface; Introduction ; 1. The Business of Aerospace; 2. People ; 3. The Business of Selling ; 4. Selected Case Studies ; 5. The Process ; Epilogue ; Index ; About the Author

Notes:

Includes index.

Description based on print version record.

ISBN:

1-61251-415-4

OCLC:

892244040