The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / Terry R. Bacon and David G. Pugh

Author	Bacon, Terry R
Title	The 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

LOCATION	CALL#	STATUS
Sasin Library	658.0019 B129B 2004	CHECK SHELVES

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