In this book Jeffrey P. Davidson shows entrepreneurs how to penetrate the huge corporate market and begin filling the needs of the nation's most lucrative accounts. "Selling to the Giants" is the culmination of a three-year study involving surveys of Fortune 500 purchasing agents, reviews of effective corporate-sponsored small business procurement programmes, and analysis of marketing techniques used by vendors who consistently sell to large corporations. The work aims to provide a guide to developing profitable, long term business relationships within the corporate world.
Sprache
Verlagsort
Verlagsgruppe
McGraw-Hill Education - Europe
Zielgruppe
Für höhere Schule und Studium
Für Beruf und Forschung
Illustrationen
Maße
ISBN-13
978-0-8306-3586-3 (9780830635863)
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Schweitzer Klassifikation
How you can attain key supplier status; findiny your niche regardless of your size; crucial tips for supplier marketing success; effective selling; training your staff or yourself in preparation for marketing to large corporations; why you must document your capabilities for presentation and how to do it effectively; purchasing corporate targets and finding good ones; understanding the corporate tradeshows to bolster your marketing efforts; determining customer needs, providing quality assurance; becoming a successsful bidder and negotiator, while avoiding contract difficulties and cash traps; supplier support groups and some golden rules. Appendices - rooster of key terms, key insights.
