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The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / Terry R. Bacon and David G. Pugh.
Material type:
TextPublication details: New Delhi : BPI India Pvt Ltd, 2012.Description: xi, 308 p. : ill. ; 25 cmISBN: - 0814472257 (hardcover)
- 9788184975239
- 658.0019 BAC
- HD58.7 .B34228 2004
Contents:
Ch. 1. The death of selling -- Ch. 2. The changing world of buying and selling -- Ch. 3. The chemistry of preference -- Ch. 4. Checkmate! : how business development is like chess -- Ch. 5. Opening game : conditioning the market -- Ch. 6. Middle game : conditioning the customer -- Ch. 7. Middle game : building a powerful position -- Ch. 8. Late middle game positioning -- Ch. 9. Endgame : conditioning the deal -- Ch. 10. Creating a behavioral differentiation strategy -- Ch. 11. When the going gets tough ...
| Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
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Learning Resource Centre | 658.0019 BAC (Browse shelf(Opens below)) | Available | 3562 |
Total holds: 0
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| 658 WOM Women in management, champions of change : | 658.001 DRU The Practice of Management | 658.001 THE Theory of constraints handbook / | 658.0019 BAC The behavioral advantage : | 658.0019 JAC Management rewired : | 658.007 DEV Developing South Asia as a global hub of management professional role of management education / | 658.007 DEV Developing South Asia as a global hub of management professional role of management education / |
Includes bibliographical references and index.
Ch. 1. The death of selling -- Ch. 2. The changing world of buying and selling -- Ch. 3. The chemistry of preference -- Ch. 4. Checkmate! : how business development is like chess -- Ch. 5. Opening game : conditioning the market -- Ch. 6. Middle game : conditioning the customer -- Ch. 7. Middle game : building a powerful position -- Ch. 8. Late middle game positioning -- Ch. 9. Endgame : conditioning the deal -- Ch. 10. Creating a behavioral differentiation strategy -- Ch. 11. When the going gets tough ...
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