Selling to the giants : how to become a key supplier to large corporations /
Jeffrey P Davidson.
- [S.l.] : Heinemann Asia, 1993.
- 195 p.
- Professional improvement series. .
- Professional improvement series. .
Unknown Binding.
In this book Jeffrey P. Davidson shows entrepreneurs how to penetrate the huge corporate market and begin filling the needs of the nation's most lucrative accounts. "Selling to the Giants" is the culmination of a three-year study involving surveys of Fortune 500 purchasing agents, reviews of effective corporate-sponsored small business procurement programmes, and analysis of marketing techniques used by vendors who consistently sell to large corporations. The work aims to provide a guide to developing profitable, long term business relationships within the corporate world.