Coverart for item
The Resource Competitive intelligence and the sales force : how to gain market leadership through competitive intelligence, Joël Le Bon

Competitive intelligence and the sales force : how to gain market leadership through competitive intelligence, Joël Le Bon

Label
Competitive intelligence and the sales force : how to gain market leadership through competitive intelligence
Title
Competitive intelligence and the sales force
Title remainder
how to gain market leadership through competitive intelligence
Statement of responsibility
Joël Le Bon
Creator
Author
Subject
Language
eng
Summary
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
Member of
Cataloging source
CaBNvSL
http://library.link/vocab/creatorName
Le Bon, Joël
Dewey number
658.47
Index
index present
LC call number
HD38.7
LC item number
.L433 2014
Literary form
non fiction
Nature of contents
  • dictionaries
  • abstracts summaries
  • bibliography
Series statement
Selling and sales force management collection,
http://library.link/vocab/subjectName
  • Business intelligence
  • Sales force management
  • BUSINESS & ECONOMICS
  • BUSINESS & ECONOMICS
  • BUSINESS & ECONOMICS
  • BUSINESS & ECONOMICS
  • Business intelligence
  • Sales force management
Target audience
  • adult
  • specialized
Label
Competitive intelligence and the sales force : how to gain market leadership through competitive intelligence, Joël Le Bon
Instantiates
Publication
Note
  • Title from PDF title page (viewed on December 16, 2013)
  • Part of: 2013 digital library
Bibliography note
Includes bibliographical references (pages 117-119) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
Biography -- Acknowledgments -- Preface -- Introduction -- 1. Information, intelligence, and sales strategy -- 2. Competitive intelligence and the market-oriented organization -- 3. Competitive intelligence and the sales organization -- 4. Competitive intelligence acquisition, management, and sales ethics -- Conclusion -- Notes -- References -- Index
Control code
865546305
Dimensions
unknown
Edition
First edition.
Extent
1 online resource (1 PDF (xxi, 123 pages)).
File format
multiple file formats
Form of item
online
Isbn
9781606496176
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Reformatting quality
access
Specific material designation
remote
System control number
(OCoLC)865546305
Label
Competitive intelligence and the sales force : how to gain market leadership through competitive intelligence, Joël Le Bon
Publication
Note
  • Title from PDF title page (viewed on December 16, 2013)
  • Part of: 2013 digital library
Bibliography note
Includes bibliographical references (pages 117-119) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
Biography -- Acknowledgments -- Preface -- Introduction -- 1. Information, intelligence, and sales strategy -- 2. Competitive intelligence and the market-oriented organization -- 3. Competitive intelligence and the sales organization -- 4. Competitive intelligence acquisition, management, and sales ethics -- Conclusion -- Notes -- References -- Index
Control code
865546305
Dimensions
unknown
Edition
First edition.
Extent
1 online resource (1 PDF (xxi, 123 pages)).
File format
multiple file formats
Form of item
online
Isbn
9781606496176
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Reformatting quality
access
Specific material designation
remote
System control number
(OCoLC)865546305

Library Locations

    • Curtis Laws Wilson LibraryBorrow it
      400 West 14th Street, Rolla, MO, 65409, US
      37.955220 -91.772210
Processing Feedback ...