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Playing bigger than you are [[electronic resource] ] : how to sell big accounts even if you're David in a world of Goliaths / / William T. Brooks, William P.G. Brooks
| Playing bigger than you are [[electronic resource] ] : how to sell big accounts even if you're David in a world of Goliaths / / William T. Brooks, William P.G. Brooks |
| Autore | Brooks William T. <1945-> |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, 2009, c2010 |
| Descrizione fisica | 1 online resource (243 p.) |
| Disciplina | 658.85 |
| Altri autori (Persone) | BrooksWilliam P. G |
| Soggetto topico |
Selling - United States
Small business - United States Selling |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-30802-5
9786612308024 0-470-54179-2 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 |
| Record Nr. | UNINA-9910455221003321 |
Brooks William T. <1945->
|
||
| Hoboken, N.J., : John Wiley & Sons, 2009, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Playing bigger than you are [[electronic resource] ] : how to sell big accounts even if you're David in a world of Goliaths / / William T. Brooks, William P.G. Brooks
| Playing bigger than you are [[electronic resource] ] : how to sell big accounts even if you're David in a world of Goliaths / / William T. Brooks, William P.G. Brooks |
| Autore | Brooks William T. <1945-> |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, 2009, c2010 |
| Descrizione fisica | 1 online resource (243 p.) |
| Disciplina | 658.85 |
| Altri autori (Persone) | BrooksWilliam P. G |
| Soggetto topico |
Selling - United States
Small business - United States Selling |
| ISBN |
0-470-54181-4
1-282-30802-5 9786612308024 0-470-54179-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 |
| Record Nr. | UNINA-9910778532403321 |
|
Brooks William T. <1945->
|
||
| Hoboken, N.J., : John Wiley & Sons, 2009, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
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
| 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 |
| Autore | Brooks William T. <1945-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, 2009, c2010 |
| Descrizione fisica | 1 online resource (243 p.) |
| Disciplina | 658.85 |
| Altri autori (Persone) | BrooksWilliam P. G |
| Soggetto topico |
Selling - United States
Small business - United States Selling |
| ISBN |
9786612308024
9780470541814 0470541814 9781282308022 1282308025 9780470541791 0470541792 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 |
| Record Nr. | UNINA-9911100574603321 |
|
Brooks William T. <1945->
|
||
| Hoboken, N.J., : John Wiley & Sons, 2009, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
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
| 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 |
| Autore | Brooks William T. <1945-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Wiley, 2009 |
| Descrizione fisica | 1 online resource (243 p.) |
| Disciplina | 658.85 |
| Altri autori (Persone) | BrooksWilliam P. G |
| Soggetto topico |
Selling - United States
Small business - United States Selling |
| ISBN |
9786612308024
9780470541814 0470541814 9781282308022 1282308025 9780470541791 0470541792 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 |
| Record Nr. | UNINA-9911146987203321 |
| Brooks William T. <1945-> | ||
| Wiley, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Selling through independent reps
| Selling through independent reps |
| Autore | Novick Harold J |
| Pubbl/distr/stampa | [Place of publication not identified], : American Management Assn, 2000 |
| Disciplina | 658.8/102 |
| Soggetto topico |
Selling - United States
Sales management - United States Marketing channels - United States Commercial agents Commerce Business & Economics Marketing & Sales |
| ISBN | 0-585-38388-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNISA-996442351603316 |
|
Novick Harold J
|
||
| [Place of publication not identified], : American Management Assn, 2000 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
| ||
Selling through independent reps
| Selling through independent reps |
| Autore | Novick Harold J |
| Pubbl/distr/stampa | [Place of publication not identified], : American Management Assn, 2000 |
| Disciplina | 658.8/102 |
| Soggetto topico |
Selling - United States
Sales management - United States Marketing channels - United States Commercial agents Commerce Business & Economics Marketing & Sales |
| ISBN | 0-585-38388-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910679786303321 |
|
Novick Harold J
|
||
| [Place of publication not identified], : American Management Assn, 2000 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Selling through independent reps
| Selling through independent reps |
| Autore | Novick Harold J |
| Pubbl/distr/stampa | [Place of publication not identified], : American Management Association, 1994 |
| Disciplina | 658.8/102 |
| Soggetto topico |
Selling - United States
Sales management - United States Marketing channels - United States Commercial agents Commerce Business & Economics Marketing & Sales |
| ISBN | 0-585-03983-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNISA-996262843603316 |
|
Novick Harold J
|
||
| [Place of publication not identified], : American Management Association, 1994 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
| ||
