Gunn Sights Taking Aim on Selling in the High-Stakes Industry of International Aerospace.

By:

Gunn, Tom [Author]

Material type: Text

text

Media type:

computer

Carrier type:

online resource

ISBN:

9781612514154

Subject(s):

Genre/Form:

Electronic Books.

LOC classification:

HD9711 .G866 2014

Online resources:

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Available additional physical forms:

Contents:

Subject: 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 inches.

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Holdings
Item type	Current library	Collection	Call number	URL	Status	Date due	Barcode
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD)	G. Allen Fleece Library ONLINE	Non-fiction	HD9711.5.2 G86 2014 (Browse shelf(Opens below))	Link to resource	Available		ocn892244040

Description based upon print version of record.

Includes bibliographies and index.

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

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 inches.

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