Behavioral Advantage : What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena.
Title:
Behavioral Advantage : What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena.
Author:
PUGH, David G.
ISBN:
9780814413135
Personal Author:
Physical Description:
1 online resource (312 pages)
Contents:
Contents -- Acknowledgments -- Introduction -- 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 -- Endgame: Conditioning the Deal -- Creating a Behavioral Differentiation Strategy -- When the Going Gets Tough . . . -- Notes -- Index.
Abstract:
The best B2B companies depend on a multifront approach to business interaction, and The Behavioral Advantage reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies must develop a carefully plotted opening game, with all internal values, policies, practices, and behaviors fully aligned. A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business.
Local Note:
Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2017. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.
Genre:
Electronic Access:
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