Competitive Intelligence and the Sales Force: How to Gain Market Leadership Through Competitive Intelligence (Paperback) (ISBN-13: 9781606496169)

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.

Author: Joel Le Bon
ISBN-10: 1606496166
ISBN-13: 9781606496169
Publisher: Business Expert Press
Language: English
Published: 11/14/2013
Pages: 148
Format: Paperback
Weight: 0.46lbs
Size: 9.00h x 6.00w x 0.32d