Bacon, Terry R. <br/><br/>
The behavioral advantage :  what the smartest, most successful companies do differently to win in the B2B arena / 
Terry R. Bacon and David G. Pugh. 
 - New Delhi :  BPI India Pvt Ltd,  2012. 
 - xi, 308 p. :  ill. ;  25 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/> 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 --   Endgame : conditioning the deal --   Creating a behavioral differentiation strategy --   When the going gets tough ...  Ch. 1.  Ch. 2.  Ch. 3.  Ch. 4.  Ch. 5.  Ch. 6.  Ch. 7.  Ch. 8.  Ch. 9.  Ch. 10.  Ch. 11. 
<br/><br/><label>ISBN: </label>0814472257 (hardcover)  9788184975239 
<br/><br/><label>LCCN: </label>2003024328 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Organizational behavior.<br/>Organizational effectiveness.<br/>Strategic planning.<br/>Selling--Psychological aspects.<br/>Customer relations.<br/>Industrial management.
<br/><br/><label>LC Class. No.: </label>HD58.7  / .B34228 2004 
<br/><br/><label>Dewey Class. No.: </label>658.0019  / BAC