| Description |
1 online resource (221 pages) : illustrations |
| Physical Medium |
polychrome |
| Description |
text file |
| Note |
Includes index. |
| 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. |
| 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 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. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Aerospace industries.
|
|
Aerospace industries. |
|
Aircraft industry.
|
|
Aircraft industry. |
|
Marketing.
|
|
marketing. |
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Marketing. |
|
TECHNOLOGY & ENGINEERING -- Engineering (General) |
| Added Author |
Alcorn, David, book designer.
|
| Other Form: |
Print version: Gunn, Tom, 1943- Gunn sights |
| ISBN |
9781612514154 (electronic book) |
|
1612514154 (electronic book) |
|
9781591143468 |
|
1591143462 (alkaline paper) |
|
