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

By: Contributor(s): Publication details: New York : American Management Association, c2004.Description: xi, 308 p. : ill. ; 25 cmSubject(s): Genre/Form: DDC classification:
  • 658/.001/9 22
LOC classification:
  • HD58.7 .B34228 2004eb
Online resources:
Contents:
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.
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E-Book Taylor's Library-TU 658/.001/9 (Browse shelf(Opens below)) e-book

Includes bibliographical references and index.

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.

TSLHHL

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.