The behavioral advantage what the smartest, most successful companies do differently to win in the B2B arena /
| Основен автор: | Bacon, Terry R. |
|---|---|
| Автор-организации: | ebrary, Inc. |
| Други автори: | Pugh, David G. 1944- |
| Формат: | Електронен |
| Език: | English |
| Публикувано: |
New York :
Amacom,
c2004.
|
| Предмети: | |
| Онлайн достъп: |
An electronic book accessible through the World Wide Web; click to view |
Съдържание:
- 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.