| 000 | 02386nam a22002775a 4500 | ||
|---|---|---|---|
| 001 | ssj0001141682 | ||
| 003 | OSt | ||
| 005 | 20161130153038.0 | ||
| 008 | 131230s2014 nyua frb 001 2 eng d | ||
| 020 | _a9781606496169 | ||
| 040 |
_aBIP US _dWaSeSS _dEG-ScBUE _beng |
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| 082 | 0 | 4 |
_a658.47 _222 _bBON |
| 100 | 1 |
_aLe Bon, Gustave, _941504 _d1841-1931 |
|
| 245 | 1 | 0 |
_aCompetitive intelligence and the sales force : _hhow to gain market leadership through competitive intelligence / _bJoël Le Bon. |
| 260 |
_aNew York : _bBusiness Expert Press, _c2014. |
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| 300 |
_axxi, 123 p. : _cill. ; _b24cm. |
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| 490 | 0 | _aSelling and sales force management collection | |
| 500 | _aIndex : p. [121]-123. | ||
| 504 | _aBibliography : p. [117]-119. | ||
| 506 | _aAvailable on campus and off campus with authorized login. | ||
| 520 | 8 |
_aAnnotation _bBecause 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. |
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| 650 | 7 |
_aCommerce. _2BUEsh _931817 |
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| 651 | _2BUEsh | ||
| 653 |
_bBUSADM _cNovember2016 |
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| 942 | _2ddc | ||
| 999 |
_c23403 _d23375 |
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