{"product_id":"competitive-intelligence-and-the-sales-force-9781606496169","title":"Competitive Intelligence and the Sales Force","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eGovernment 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!\u003cp\u003eBecause 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 salespeopleâs collection and dissemination of competitive intelligence, and to manage market-based intelligence efficiently.\u003c\/p\u003e\u003cp\u003eThis book aims to assist sales and marketing managers face such challenges while providing them with answers to the following key questions:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eHow can a firm transform information into intelligence? \u003c\/li\u003e\n\u003cli\u003eWhat kind of information should be collected in the field? \u003c\/li\u003e\n\u003cli\u003eHow can a firm manage and distill market-based intelligence across its functions and maintain a market orientation strategy? \u003c\/li\u003e\n\u003cli\u003eWhat is the best method to enhance and sustain the sales forceâs commitment to the firmâs competitive intelligence system? \u003c\/li\u003e\n\u003cli\u003eWhich methods might improve salespeopleâs competitive intelligence acquisition techniques and exploitation capabilities? \u003c\/li\u003e\n\u003cli\u003eHow should firms approach ethical questions surrounding competitive intelligence activities?\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eBy leveraging the latest research, practitionersâ interviews, companiesâ best practices, along with practical tools and guidelines, this book helps organizations achieve their market-orientation strategy and maintain a sustainable competitive edge.\u003c\/p\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":53188823810391,"sku":"9781606496169","price":18.0,"currency_code":"GBP","in_stock":true}],"url":"https:\/\/bookcurl.com\/products\/competitive-intelligence-and-the-sales-force-9781606496169","provider":"Book Curl","version":"1.0","type":"link"}