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

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

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 conc...

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Detalles Bibliográficos
Autor principal: Bacon, Terry R. (-)
Otros Autores: Pugh, David G. (David George), 1944-
Formato: Libro electrónico
Idioma:Inglés
Publicado: New York : AMACOM c2004.
Edición:1st edition
Materias:
Organizational behavior.
Organizational effectiveness.
Strategic planning.
Selling > Psychological aspects.
Customer relations.
Industrial management.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627714406719
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.

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