Taylor's Library

Normal view MARC view ISBD view

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: Bacon, Terry R.
Contributor(s): Pugh, David G. (David George), 1944- | ebrary, Inc.
Publisher: New York : American Management Association, c2004Description: xi, 308 p. : ill. ; 25 cm.Subject(s): Organizational behavior | Organizational effectiveness | Strategic planning | Selling -- Psychological aspects | Customer relations | Industrial managementGenre/Form: Electronic books. DDC classification: 658/.001/9 Online resources: An electronic book accessible through the World Wide Web; click to view
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.
Item type Current location Call number Status Date due Barcode
658/.001/9 (Browse shelf) Available

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.