Contents
CHAPTER 1:The Death of Selling
Sellers as Business Consultants
CHAPTER 2:The Changing World of Buying and Selling
The Professionalizing of Purchasing
The Impact of Supply Chain Management
What Buyers Today Want from Suppliers
How Suppliers Disappoint Buyers
CHAPTER 3:The Chemistry of Preference
The Principles of Behavioral Differentiation
The Four Types of Behavioral Differentiation
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