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Gunn sights : taking aim on selling in the high-stakes industry of international aerospace

Author: Tom Gunn; David Alcorn
Publisher: Annapolis, Maryland : Naval Institute Press, 2007. ©2007
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
Tom Gunn had a life-altering career change in 1975 when he went from an eight-year stint as staff lawyer with the U.S. Senate to a job in aerospace sales and marketing at McDonnell Douglas. He knew a lot about military appropriations and classified developments, but almost nothing about marketing. Over the next twenty-two years, however, Gunn and the team he assembled developed a process for strategic selling and  Read more...
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Details

Genre/Form: Electronic books
Additional Physical Format: Print version:
Gunn, Tom, 1943-
Gunn sights
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Tom Gunn; David Alcorn
ISBN: 9781612514154 1612514154
OCLC Number: 896834749
Notes: Includes index.
Description: 1 online resource (221 pages) : illustrations
Contents: Cover; Title Page; Copyright; Dedication; Contents; Preface; Introduction; Chapter One: The Business of Aerospace; Chapter Two: People; Chapter Three: The Business of Selling; Chapter Four: Selected Case Studies; Chapter Five: The Process; Epilogue; Index; About the Author.
Responsibility: Tom Gunn ; book design, David Alcorn.

Abstract:

Tom Gunn had a life-altering career change in 1975 when he went from an eight-year stint as staff lawyer with the U.S. Senate to a job in aerospace sales and marketing at McDonnell Douglas. He knew a lot about military appropriations and classified developments, but almost nothing about marketing. Over the next twenty-two years, however, Gunn and the team he assembled developed a process for strategic selling and marketing that delivered 250 billion in sales of military and commercial aircraft, missiles, space systems, and logistic support, against strong and at times cutthroat domestic and in.

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