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

Salvato in:
Dettagli Bibliografici
Autore principale: Bacon, Terry R.
Ente Autore: ebrary, Inc
Altri autori: Pugh, David G. (David George), 1944-
Natura: Elettronico eBook
Lingua:inglese
Pubblicazione: New York : AMACOM, c2004.
Soggetti:
Accesso online:An electronic book accessible through the World Wide Web; click to view
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Sommario:
  • 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.