TY  - BOOK
AU  - Le Bon,Gustave
TI  - Competitive intelligence and the sales force: Joël Le Bon
T2  - Selling and sales force management collection
SN  - 9781606496169
U1  - 658.47 22
PY  - 2014///
CY  - New York : 
PB  - Business Expert Press
KW  - Commerce
KW  - BUEsh
KW  - BUSADM
KW  - November2016
N1  - Index : p. [121]-123; Bibliography : p. [117]-119; Available on campus and off campus with authorized login
N2  - Annotation; 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 in facing such challenges while providing them with action-oriented answers to the following key questions: What kind of information salespeople should collect from the field and how to transform such information into intelligence? How to improve salespeople's competitive intelligence collection and exploitation skills? How to enhance the sales force's commitment to competitive intelligence activities? How to manage and distill market-based intelligence throughout the organization and maintain market leadership? And, how to approach the ethical aspects of competitive intelligence and remain protected against competitors' competitive intelligence activities? By leveraging the latest research, practitioners' interviews, companies' best practices, along with practical tools and guidelines, this book help organizations achieve their market-orientation strategy and maintain a sustainable competitive edge
ER  -