The behavioral advantage what the smartest, most successful companies do differently to win in the B2B arena /
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
AMACOM,
c2004.
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| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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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 : building a powerful position
- Late middle game positioning
- End game : conditioning the deal
- Creating a behavioral differentiation strategy
- We are finding it increasingly difficult.