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Winning Major Business: Concepts, Caveats and Practical Approaches to Marketing and Selling Projects, Programmes and Major Products to Institutional ... - Current Best Practice and a Step Beyond

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Winning Major Business: Concepts, Caveats and Practical Approaches to Marketing and Selling Projects, Programmes and Major Products to Institutional ... - Current Best Practice and a Step Beyond (Paperback)

by Alexander Peter William Weiss (Author), Stephen John Willson (Author), Matt Pearce (Illustrator)

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Product details

Paperback: 304 pages
Publisher: Greenfield Publishing (20 Oct 1994)
Language English
ISBN-10: 0952332809
ISBN-13: 978-0952332800
Product Dimensions: 24.4 x 17.2 x 2.2 cm
Average Customer Review: No customer reviews yet. Be the first.
Amazon.co.uk Sales Rank: 1,830,719 in Books (See Bestsellers in Books)

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Product Description

From the Author
Marketing & selling projects, programmes & major products
Winning Major Business is a groundbreaking book. It provides new ideas and practical approaches on marketing and selling to governments and other institutional purchasers. At last, a major text is available which deals with the specialised field of winning large contracts. For the newcomer to the subject, and those facing the challenge of a recent promotion, it will provide a ready reference and accelerate their progress in this complex area. The experienced will be able to refresh their knowledge and review recent developments. For those in management, it should stimulate discussion on strategic issues and increase their contribution to the marketing and selling effectiveness of their organisation. The book will be of particular interest to those supplying the aerospace, construction, defence, electrical and electronics, instrumentation, information technology, machinery, process control, public utilities, telecommunications and transport markets.

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