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The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena
Publication details: New Delhi ; BPI India ; 2012 Description: xi, 308 p. : ill. ; 24 cmISBN: 9788184975239Subject(s): 1. Organizational behaviour. 2. Organizational effectiveness. 3. Strategic planning. 4. Selling -- Psychological aspects. 5. Customer relations. 6. Industrial managementDDC classification: 658.0019 BAC| Item type | Current library | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
English Staff Reference
|
Villa College Library | Villa College Library | 658.0019 BAC (Browse shelf(Opens below)) | Available | 2847 |
Total holds: 0
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. End game : conditioning the deal
Ch. 10. Creating a behavioral differentiation strategy
Ch. 11. We are finding it increasingly difficult.
Includes bibliographical references and index
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