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The behavioral advantage what the smartest, most successful companies do differently to win in the B2B arena /

Bibliographic Details
Main Author: Bacon, Terry R.
Corporate Author: ProQuest (Firm)
Other Authors: Pugh, David G. 1944-
Format: Electronic eBook
Language:English
Published: New York : AMACOM, c2004.
Subjects:
Organizational behavior.
Organizational effectiveness.
Strategic planning.
Selling > Psychological aspects.
Customer relations.
Industrial management.
Electronic books.
Online Access:Click to View
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050 4 |a HD58.7  |b .B34228 2004 
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100 1 |a Bacon, Terry R. 
245 1 4 |a The behavioral advantage  |h [electronic resource] :  |b what the smartest, most successful companies do differently to win in the B2B arena /  |c Terry R. Bacon and David G. Pugh. 
260 |a New York :  |b AMACOM,  |c c2004. 
300 |a xi, 308 p. :  |b ill. 
504 |a Includes bibliographical references and index. 
505 0 |a 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. 
533 |a Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries. 
650 0 |a Organizational behavior. 
650 0 |a Organizational effectiveness. 
650 0 |a Strategic planning. 
650 0 |a Selling  |x Psychological aspects. 
650 0 |a Customer relations. 
650 0 |a Industrial management. 
655 4 |a Electronic books. 
700 1 |a Pugh, David G.  |q (David George),  |d 1944- 
710 2 |a ProQuest (Firm) 
856 4 0 |u https://ebookcentral.proquest.com/lib/matrademy/detail.action?docID=3001763  |z Click to View 

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