Selling to the Giants

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.