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" Playing bigger than you are : "
William T. Brooks, William P.G. Brooks.
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BL
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| Record Number
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947018
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| Doc. No
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b701388
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| Main Entry
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Brooks, William T.,1945-
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| Title & Author
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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.
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| Publication Statement
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Hoboken, N.J. :: John Wiley & Sons,, ©2010.
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| Page. NO
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1 online resource (xi, 228 pages) :: illustrations
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| ISBN
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0470260351
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: 0470541792
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: 0470541814
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: 9780470260357
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: 9780470541791
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: 9780470541814
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| Notes
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Includes index.
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| Contents
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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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| Abstract
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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 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 tempted to give up. But sm.
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| Subject
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Selling, Terminology.
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Selling.
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Small business-- United States.
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BUSINESS ECONOMICS-- Distribution.
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BUSINESS ECONOMICS-- Marketing-- General.
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Selling.
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Small business.
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United States.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.B7454 2010eb
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| Added Entry
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Brooks, William P. G.
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