TY  - BOOK
AU  - Bacon,Terry R.
AU  - Pugh,David G.
TI  - The behavioral advantage: what the smartest, most successful companies do differently to win in the B2B arena 
SN  - 0814472257 (hardcover)
AV  - HD58.7 .B34228 2004
U1  - 658.0019 
PY  - 2012///
CY  - New Delhi
PB  - BPI India Pvt Ltd
KW  - Organizational behavior
KW  - Organizational effectiveness
KW  - Strategic planning
KW  - Selling
KW  - Psychological aspects
KW  - Customer relations
KW  - Industrial management
N1  - 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
ER  -