000			02376cam a2200433Mi 4500
001			ocn892244040
003			OCoLC
005			20240726104724.0
008			141004s2014 nyu o 000 0 eng d
040			_aEBLCP _beng _erda _cEBLCP _dDEBSZ _dNT
020			_a9781612514154 _q((electronic)l(electronic)ctronic)
029	1		_aDEBSZ _b420050442
050	0	4	_aHD9711 _b.G866 2014
049			_aNTA
100	1		_aGunn, Tom. _e1
245	1	0	_aGunn Sights _bTaking Aim on Selling in the High-Stakes Industry of International Aerospace. _c
260			_aNew York : _bNaval Institute Press, _c(c)2014.
300			_a1 online resource (322 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
347			_adata file _2rda
500			_aDescription based upon print version of record.
504			_a2
505	0	0	_aCover; 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
520	0		_aTom 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.
530			_a2 _ub
650		4	_aAerospace industries.
650		4	_aAircraft industry.
650		4	_aMarketing.
650		0	_aAerospace industries.
650		0	_aAircraft industry.
650		0	_aMarketing.
655		1	_aElectronic Books.
856	4	0	_zClick to access digital title | log in using your CIU ID number and my.ciu.edu password. _uhttpss://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=954209&site=eds-live&custid=s3260518
942			_cOB _D _eEB _hHD.. G _m2014 _QOL _R _x _8NFIC _2LOC
994			_a02 _bNT
999			_c76079 _d76079
902			_a1 _bCynthia Snell _c1 _dCynthia Snell