Cover Image

The behavioral advantage what the smartest, most successful companies do differently to win in the B2B arena /

Main Author: Bacon, Terry R.
Corporate Author: ebrary, Inc.
Other Authors: Pugh, David G.
Format: Book
Language:English
Published: New York : AMACOM, c2004.
Subjects:
Organizational behavior.
Organizational effectiveness.
Strategic planning.
Selling > Psychological aspects.
Customer relations.
Online Access:http://site.ebrary.com/lib/ucy/Doc?id=10057976
Table of 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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