King Saud Library Book
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King Saud Library Book
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| ISBN: | (ISBN invalid)0814472257 (hardcover) | |
| Cataloging source: | CaPaEBR CaPaEBR | |
| Dewey class number: | 658/.001/9 22 | |
| Personal Author: | Bacon, Terry R. | |
| Title: | 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 info: | New York : AMACOM, c2004. | |
| Physical descrip: | xi, 308 p. : ill. ; 25 cm. | |
| Bibliography note: | Includes bibliographical references and index. | |
| 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. | |
| Held by: | CENTRAL | |
| Subject term: | Organizational behavior. | |
| Subject term: | Organizational effectiveness. | |
| Subject term: | Strategic planning. | |
| Subject term: | Selling--Psychological aspects. | |
| Subject term: | Customer relations. | |
| Subject term: | Industrial management. | |
| Added author: | Pugh, David G. (David George), 1944- | |
| Added author: | ebrary, Inc. | |
| HTTP: | An electronic book accessible through the World Wide Web; click to view | |
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