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The behavioral advantage

by Bacon, Terry R.
Additional authors: Pugh, David G. -- (David George), -- 1944- | ebrary, Inc.
Published by : AMACOM, (New York :) Physical details: xi, 308 p. : ill.
Subject(s): Organizational behavior. | Organizational effectiveness. | Strategic planning. | Selling -- Psychological aspects. | Customer relations. | Industrial management. | Electronic books.
Year: 2004
Online resources:
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Includes bibliographical references and index.

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.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2013. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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