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) | ebrary, Inc.
Material type:
BookPublisher: New York : AMACOM, c2004Description: xi, 308 p. : ill.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 | Item type | Current location | Collection | Call number | URL | Copy number | Status | Date due | Item holds |
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E-book
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IUKL Library | Subscripti | http://site.ebrary.com/lib/kliuc/Doc?id=10057976 | 1 | 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.
Electronic reproduction. Palo Alto, Calif. : ebrary, 2013. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.
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