Overview

Customer Relations and Sales from A to Z is a complete and well-organized guide to getting and keeping government customers. This compendium covers all aspects of customer relations and sales in the aerospace, defense and technology sectors, but its principles have broad application in any business environment. Each chapter is devoted to meaningful subjects and supported by detailed references and relevant stories and anecdotes. Following each chapter is a collection of famous and often humorous quotes to illustrate specific principles and provide further insights. No matter where you work - in business development, program management or any other customer-supporting activity - Customer Relations and Sales from A to Z will improve relations with your customers and everyone you come in contact with.

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David E. Potts, Ph.D. is President of Tazewell Strategies in Arlington, Virginia. Tazewell Strategies provides consultation and training programs for doing business with federal and international government customers and delivers one-day best practice skills sessions throughout the greater Washington, D.C. area. From 2005 to 2013, David led customer relations best practices for Lockheed Martin Corporate Strategy and Business Development in Bethesda, Maryland and created the Customer Relations Institute at Lockheed Martin's Center for Leadership Excellence. He also directed the Doing Business Overseas Institute and managed the Strategic Thinking for Executives Program.

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