Competitive Intelligence and the Sales Force: How to Gain Market Leadership Through Competitive Intelligence (AGENCY/DISTRIBUTED) - Softcover

Joël Le Bon (author)

 
9781606496169: Competitive Intelligence and the Sales Force: How to Gain Market Leadership Through Competitive Intelligence (AGENCY/DISTRIBUTED)
Softcover
ISBN 10: 1606496166 ISBN 13: 9781606496169
Publisher: Business Expert Press, 2013

Synopsis

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.

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About the Author

Joël Le Bon, Clinical Professor of Marketing, University of Houston-C.T. Bauer College of Business, Director of Executive Education for the Sales Excellence Institute, USA.

"About this title" may belong to another edition of this title.

Publisher
Business Expert Press
Publication date
2013
Language
English
ISBN 10 
1606496166
ISBN 13 
9781606496169
Binding
Paperback
Number of pages
148

Other Popular Editions of the Same Title

9781606496176: Competitive Intelligence and the Sales Force: How to Gain Market Leadership Through Competitive Intelligence (Selling and Sales Force Management Collection)

Featured Edition

ISBN 10:  1606496174 ISBN 13:  9781606496176
Publisher: Not Avail, 2014
Softcover