The behavioral advantage what the smartest, most successful companies do differently to win in the B2B arena / Terry R. Bacon and David G. Pugh.

Obsahuje bibliografické odkazy a rejstřík

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.