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.
Publication details: New York : AMACOM, c2004.Description: xi, 308 p. : illISBN:- 0814472257 (hardcover)
- 658/.001/9 22
- HD58.7 .B34228 2004eb
eBooks
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.