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001    ocn865546305 
003    OCoLC 
005    20160805111142.8 
006    m    eo  d         
007    cr cn||||m|||a 
008    131218s2014    nyu    foab   001 0 eng d 
019    866808296 
020    9781606496176|q(e-book) 
020    1606496174|q(e-book) 
020    |z9781606496169|q(paperback) 
020    |z1606496166 
035    (OCoLC)865546305|z(OCoLC)866808296 
040    CaBNvSL|beng|erda|epn|cJ2I|dJ2I|dNYBEP|dE7B|dOCLCF|dYDXCP
       |dIUL|dOCLCQ|dN$T|dCUS|dOCLCQ 
049    RIDW 
050  4 HD38.7|b.L433 2014 
072  7 BUS|x082000|2bisacsh 
072  7 BUS|x041000|2bisacsh 
072  7 BUS|x042000|2bisacsh 
072  7 BUS|x085000|2bisacsh 
082 04 658.47|223 
090    HD38.7|b.L433 2014 
100 1  Le Bon, Joël|c(College teacher),|0https://id.loc.gov/
       authorities/names/nb2014014079|eauthor. 
245 10 Competitive intelligence and the sales force :|bhow to 
       gain market leadership through competitive intelligence /
       |cJoël Le Bon. 
250    First edition. 
264  1 New York, New York (222 East 46th Street, New York, NY 
       10017) :|bBusiness Expert Press,|c2014. 
300    1 online resource (1 PDF (xxi, 123 pages).) 
336    text|btxt|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
340    |gpolychrome|2rdacc 
347    text file|2rdaft 
490 1  Selling and sales force management collection,|x2161-8917 
500    Title from PDF title page (viewed on December 16, 2013). 
500    Part of: 2013 digital library. 
504    Includes bibliographical references (pages 117-119) and 
       index. 
505 0  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. 
520 3  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. 
590    eBooks on EBSCOhost|bEBSCO eBook Subscription Academic 
       Collection - North America 
650  0 Business intelligence.|0https://id.loc.gov/authorities/
       subjects/sh85018300 
650  0 Sales force management.|0https://id.loc.gov/authorities/
       subjects/sh2007000653 
650  7 Business intelligence.|2fast|0https://id.worldcat.org/fast
       /842723 
650  7 Sales force management.|2fast|0https://id.worldcat.org/
       fast/1742311 
653    Sales force 
653    competitive intelligence 
653    market orientation 
653    competitor analysis 
653    competitive advantage 
653    customer relationship 
653    sales management and leadership 
655  4 Electronic books. 
776 08 |iPrint version:|z9781606496169 
830  0 2013 digital library. 
830  0 Selling and sales force management collection.|0https://
       id.loc.gov/authorities/names/no2012084216|x2161-8917 
856 40 |uhttps://rider.idm.oclc.org/login?url=http://
       search.ebscohost.com/login.aspx?direct=true&scope=site&
       db=nlebk&AN=664734|zOnline eBook. Access restricted to 
       current Rider University students, faculty, and staff. 
856 42 |3Instructions for reading/downloading this eBook|uhttp://
       guides.rider.edu/ebooks/ebsco 
901    MARCIVE 20231220 
948    |d20161013|cEBSCO|tebscoebooksacademic new |lridw 
994    92|bRID