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catalog contributor b13194058.
catalog contributor b13194059.
catalog created "2004.".
catalog date "2004".
catalog date "2004.".
catalog dateCopyrighted "2004.".
catalog description "Includes bibliographical references and index.".
catalog description "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.".
catalog extent "xi, 208 p. :".
catalog identifier "0814472257 (hardcover)".
catalog issued "2004".
catalog issued "2004.".
catalog language "eng".
catalog publisher "New York : AMACOM,".
catalog subject "658/.001/9 22".
catalog subject "Customer relations.".
catalog subject "HD58.7 .B34228 2004".
catalog subject "Industrial management.".
catalog subject "Organizational behavior.".
catalog subject "Organizational effectiveness.".
catalog subject "Selling Psychological aspects.".
catalog subject "Strategic planning.".
catalog tableOfContents "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.".
catalog title "The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / Terry R. Bacon and David G. Pugh.".
catalog type "text".