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

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

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Bibliographic Details
Main Author: Bacon, Terry R
Other Authors: Pugh, David G. 1944- (David George)
Format: Book
Published: New York AMACOM 2004
Subjects:
Organizational behavior
Selling > Psychological aspects
Industrial management
Organizational effectiveness
Customer relations
Strategic planning
Online Access:Click Here to View Status and Holdings.
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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

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