The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / Terry R. Bacon and David G. Pugh.
2004
Items
Details
Author
Uniform Title
Ebrary electronic monographs.
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.
Added Author
Added Corporate Author
Imprint
New York : AMACOM, [2004]
Copyright
©2004
Description
xi, 308 pages : illustrations ; 25 cm
Formatted Contents Note
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.
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.
Bibliography, etc. Note
Includes bibliographical references and index.
Linked Resources
Language
English
Reproduction
Electronic reproduction. Palo Alto, Calif. : ebrary, 2005. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.
ISBN
0814472257 hardcover
Record Appears in