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

Mostrar otras versiones (1)

In their book Winning Behavior, Terry Bacon and David Pugh showed how great companies outperform good ones through "behavioral differentiation"--Going beyond superior products and dependable service to connect with customers at every touchpoint. The Behavioral Advantage broadens the concep...

Descripción completa

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Bacon, Terry R.
Otros Autores: Pugh, David G. (David George), 1944-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM, ©2004.
Temas:
Organizational behavior.
Organizational effectiveness.
Strategic planning.
Selling > Psychological aspects.
Customer relations.
Industrial management.
Comportement organisationnel.
Efficacité organisationnelle.
Planification stratégique.
Vente > Aspect psychologique.
Gestion d'entreprise.
BUSINESS & ECONOMICS > Total Quality Management.
Industrial management
Customer relations
Organizational behavior
Organizational effectiveness
Selling > Psychological aspects
Strategic planning
Acceso en línea:Texto completo
Texto completo
Tabla de Contenidos:
  • 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.

Ejemplares similares