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

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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...

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Détails bibliographiques
Cote:Libro Electrónico
Auteur principal: Bacon, Terry R.
Autres auteurs: Pugh, David G. (David George), 1944-
Format: Électronique eBook
Langue:Inglés
Publié: New York : AMACOM, ©2004.
Sujets:
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.
Accès en ligne:Texto completo (Requiere registro previo con correo institucional)
Table des matières:
  • 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.

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