AuthorBacon, Terry R
TitleThe behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / Terry R. Bacon and David G. Pugh
Imprint New York : AMACOM, c2004
Descript xi, 308 p. : ill. ; 25 cm

CONTENT

The death of selling -- The changing world of buying and selling -- The chemistry of preference -- Checkmate! : how business development is like chess -- Opening game : conditioning the market -- Middle game : conditioning the customer -- Middle game : building a powerful position -- Late middle game positioning -- End game : conditioning the deal -- Creating a behavioral differentiation strategy -- We are finding it increasingly difficult


SUBJECT

  1. Organizational behavior
  2. Organizational effectiveness
  3. Strategic planning
  4. Selling -- Psychological aspects
  5. Customer relations
  6. Industrial management

LOCATIONCALL#STATUS
Sasin Library658.0019 B129B 2004 CHECK SHELVES