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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


Organizational behavior Organizational effectiveness Strategic planning Selling -- Psychological aspects Customer relations Industrial management

LOCATIONCALL#STATUS
Sasin Library658.0019 B129B 2004CHECK SHELVES

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