Competitive Intelligence and the Sales Force

Idioma: inglés

Editorial: Business Expert Press, US, 2013

1606496166 / 9781606496169

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Librería: Rarewaves.com UK, London, Reino UnidoRarewaves.com UK

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Government intelligence agencies throughout the world are finding once again that human abilities and sources rather than technology are more reliable and instrumental in intelligence gathering efforts. Companies have known this for quite some time and have tried to leverage their best source of competitive intelligence: the sale force!Because of their daily presence in the field and favored relationships with their customers, salespeople are the eyes and ears of their companies. In the new economic war, managers cannot take the chance of not being fully aware of the way they could be threatened by the competition. Yet, organizations face great difficulties to stimulate salespeople's collection and dissemination of competitive intelligence, and to manage market-based intelligence efficiently.This book aims to assist sales and marketing managers face such challenges while providing them with answers to the following key questions:How can a firm transform information into intelligence? What kind of information should be collected in the field? How can a firm manage and distill market-based intelligence across its functions and maintain a market orientation strategy? What is the best method to enhance and sustain the sales force's commitment to the firm's competitive intelligence system? Which methods might improve salespeople's competitive intelligence acquisition techniques and exploitation capabilities? How should firms approach ethical questions surrounding competitive intelligence activities?By leveraging the latest research, practitioners' interviews, companies' best practices, along with practical tools and guidelines, this book helps organizations achieve their market-orientation strategy and maintain a sustainable competitive edge. …

N° de ref. del artículo LU-9781606496169

Título
Competitive Intelligence and the Sales Force
Autor
Joel Le Bon
Editorial
Business Expert Press, US
Año de publicación
2013
Estado
New
Encuadernación
Paperback
Idioma
inglés
ISBN 10
1606496166
ISBN 13
9781606496169
Peso del artículo
222 gramos

Rarewaves.com UK

London, Reino Unido

Vendedor de 5 estrellas

Vendedor de IberLibro desde 11 de junio de 2025

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Primer artículoEUR 76,80EUR 118,16
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